We are always looking for new ‘contributors’ who can write short pieces
with a message or observation about something that is happening in our
marketplace or something that they have seen elsewhere that readers
might well be interested in.

Going interactive..................... 52

But what’s the point? Why take the time and trouble to write something?

Points of View.......................... 66

Well, it’s a great way to raise your profile of your company in the marketplace
as well as letting people know a little more about yourself. That can never
been a bad thing and you might be surprised at the contacts you make in the
process.

on the front

Life is all about opinions and we like to get a wide range of those in the
magazine, so, if you have something on your mind and you’d like to get a
point across, just email us your thoughts to info@thiis.co.uk

An interesting use of characters
as part of a re-brand. See page
38 for details.

201
1

Help us to get the message through
Just a reminder again, even though you might be getting the weekly
trade email bulletins through fine just now, to ensure that you get them
in the future, it would be useful to ‘whitelist’ info@thiis.co.uk on your
server so that it is recognised as an email address that is allowed to
send you mail. If you have fallen off our list for delivery, then it may
be because we are being identified as being ‘spam’ by your server, so
white listing our address should help us to get through.

You can find THIIS on Twitter at
wwwthiiscouk

David N Russell
AD4

Tel: 01536 710050
E-mail: info@thiis.co.uk

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

14:25

Page 1

WHY ARE SO MANY DEALERS
SWITCHING INSURANCE
& FINANCE TO FIRST SENIOR?

Find out why on page 11 & 15

3

Medilink adds
support for
Trade Days
The new trade only, business to business event , Trade Days
has seen a number of new companies booking space during
the past month.
Support isn’t just coming from a growing list
of companies booked onto the show floor and
retailers looking forward to the first event in
October next year, but also from organisations
that see the potential of two days where the
homecare, healthcare and assistive technology
sector can come together to do business.
It was announced a couple of weeks ago that
Medilink UK is supporting the new event and
will be promoting Trade Days to its membership.
Medilink provides specialised business support to
health technology companies around the country.
Tony Davis Chair of Medilink UK said: “MUK
recognises the importance of the assistive
technology market and with this in mind is happy
to support this new sales opportunity for its
members.”
Trade Days Show Director, Matthew Butler
commented: “We are delighted that Medilink UK
will be listed as a show supporter of Trade Days.
The organisation works with a large number of
companies, some of which are already supporting
the show as exhibitors. Whether a Medilink
member is looking to promote products by
taking a stand or will visit the show to meet new
suppliers and companies that they can form a
business relationship with, we are confident that
they will find Trade Days a useful and effective use
of their time.”
Reaction from both suppliers and retailers
continues too. Dave Smith, Managing Director
of Beactive Mobility said: “It’s about time that an
event for trade only was conceived. We’ve found
existing shows just too frustrating when it comes
to trying to do business and so we will definitely
attend Trade Days.”
And Adam Spiby of Healthcare Matters agrees.
“We have thought for some time that this would
be a good idea and to see it come to fruition is
brilliant. As a company that values suppliers and
good working relationships with them, we are
really looking forward to this opportunity. At other
shows we can sometimes meet with suppliers,
but their time is often taken up by professionals or

£295

Just

4

September 2013

end-users and so we often lack the opportunity
to talk in depth. It’s great to have an event
specifically to talk business.”
And Tony Husband, Deputy Director of Bath
Institute of Medical Engineering (BIME) has added
the dates to his dairy, saying: “A much needed
event - a great opportunity to do business in
one place. I’m very impressed by the number of
companies already signed up and it’s over 12
months away. We will be there.”
As the organisers, CloserStill Media have been
keen to point out right from the outset, Trade
Days is different to any
other UK show. The ‘trade
“We have thought for some time that
only’ aspect is key to
this would be a good idea and to see
developing a different feel
it come to fruition is brilliant”
to the event and to provide
visitors with a different
experience.
It means that the exhibitor list will be different
too. Of course, there will be the established
suppliers and many of those have already
booked. But Trade Days will offer an opportunity
for companies that might not have considered
promoting at an existing event.
One company to book space recently was
Dartex. The company has been around for 40
years and is a market leader in medical support
surfaces for healthcare,
supplying millions of
“We’re absolutely clear that Trade
metres of specialist
Days will not be offering discounted
healthcare fabrics worldspace”
wide.
Marketing Manager Zane
Powers explained why the company had taken
the decision to exhibit at Trade Days. “We supply
manufacturers across the industry and so we are
slightly different to many of the companies that
will be exhibiting at Trade Days. We specialise in
developing polyurethane coated fabrics which
we’ve specifically engineered to help reduce
pressure ulcers and improve infection control. We
count some of the biggest names in the industry
among our existing customer base including

The amount you’ll pay to get in front of
29,500 OTs when you take a spot on
the OT Product Showcase.

Call 01536 710050 or email
info@thiis.co.uk for more details
and a sample copy.

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Invacare, Hill-Rom and ArjoHuntleigh who use our
products in various healthcare applications and
environments such as mattresses, wheelchairs,
seating and positioning cushions, hoists and
stretchers. We also help our manufacturing
partners to introduce innovative products to the
marketplace and are synonymous with reliable
quality products.”
He added: “We were very interested when the
details of Trade Days were released. It’s the only
event that I am aware of where the audience is
100% focused on the trade and that means we
can speak to all the manufacturers together in
an environment where they are not going to get
distracted and where we will not get distracted
either by other visitor types. That’s a really big
attraction for us.”
It isn’t just the manufacturers and suppliers that
will be at Trade Days that are key for Zane. He is
also very interested in talking to the retailers who
will be there too. “It’s two-fold for us” he said.
“The manufacturers are the direct customers
for us and many of them are already very aware
of who we are as we’ve been around for many
years, but we want to actively engage with
the retailers too, so that they know about and
understand the products that we supply and how
they can help to make the products that they sell
better and more effective. If they buy in a mattress
for a customer, for example, then it matters a
great deal which fabric it is coated in and it will
determine the quality of care that they are able
to provide for their own customer. We are always
looking to educate customers about what our
products can do and Trade Days will give us a
great opportunity to get in front of the whole trade
for two days to do that.”
Last month, Trade Days Show Director
Matthew Butler mentioned that there may be a
possibility that the show floor could be closed
to new exhibitors some time before the event
opens since he is keen to match the size of
the exhibition to the potential trade only visitor
numbers. He says that companies looking for last
minute space, at a discount, will be disappointed.
“We’re absolutely clear that Trade Days will not
be offering discounted space” he said. “Apart
from the fact that it is unfair to the companies that
have committed to the event early, we strongly
believe that it just doesn’t work for companies
to decide to exhibit at something like Trade
Days with just a couple of weeks to go. We’ll be
doing a great deal of work to produce the trade
audience for the exhibitors, but companies will

get much more from the event if they plan their
own marketing campaigns and spend the time
to produce really interesting and effective show
promotions. You can’t do that if you come in to
something very late.”
The companies that have taken the decision to
support the event over the past few weeks and
add themselves to a growing list include Access
Needs from Ireland. Director Kenny Moffat said:
“Trade Days is an excellent initiative which will
facilitate suppliers and retailers to engage in one
venue and which hopefully will serve to stimulate
and grow the whole sector. Access Needs is
delighted to support this event in its infancy.”
Mike Thompson, Managing Director of
Jetmarine hopes that the event will be supported
by everyone in the industry. He said: “Trade Days
is a great opportunity for our trade customers to
meet us and view the range of products knowing
that we will be available
and have the time to talk
“I’m very impressed by the number of
on commercial terms.
companies already signed up”
Hopefully the show will
be well supported by
manufacturers, importers and retailers, giving a
dedicated window to show what products are
available to the market.”
And two other companies to make the decision
to support the event are Electric Mobility and
Sitting Pretty. Jonathan Hearth, Managing
Director, of Electric Mobility Ltd said: “Electric
Mobility is really excited by the opportunity
‘Trade Days’ presents to re-invigorate the
value of exhibiting to our trade customers and
demonstrate the wide and ever expanding range
of new products and services. Electric Mobility
has launched almost thirty new products over the
last six months, all of which are only sold through
retailers and we welcome the forum to grow our
relationships with them further.”
And Jim Henderson, Managing Director
of Sitting Pretty added: “Trade Only was a
key factor in us supporting this new exciting
exhibition. I personally think that having such an
exhibition in the healthcare sector will benefit all
manufacturers in the long term.”
If you would like to see a floor plan for Trade
Days, call Clare Johnson on 01962 736 989 or
email c.johnson@closerstillmedia.com
The website for the event is at www.tradedays.
co.uk

Want to know more? Potential stockists should call John Negus
on 01458 449075 or email: johnn@footshopltd.co.uk

6

CF038_V2.indd 1

September 2013

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16/06/2011 09:58

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New NHS buying strategy
– BHTA response
In a recent email bulletin we carried details of what the government is calling a ‘radical
new blueprint for how our NHS buys everything’. The plan covers everything that the
NHS purchase, including, of course, all the products from our sector.
You can read the full details of the plan
on the THIIS website in the news section.
Health Minister Dr Dan Poulter said, when he
announced the new scheme: “The Government
is putting an extra £12.7 billion into our NHS
but that money needs to be spent much more
wisely by local hospitals. When our NHS is the
single biggest organisation in the UK, hospitals
must wake up to the potential to make big
savings and radically change the way they buy
supplies, goods, services and how they manage
their estates. We must end the scandalous
situation where one hospital spends hundreds
of thousands more than another hospital just
down the road on something as simple as
rubber gloves or syringes, simply because they
haven’t got the right systems in place to ensure
value for money for local patients.”
It won’t come as a surprise to people in the
industry that findings have shown that there is little
consistency in the way our NHS spends money.
The announcement of the scheme suggested that
‘very few senior people in NHS hospitals know
what good procurement looks like.’
One of the ideas is to ensure hospitals publish
what they pay for goods and services and another
is the setting up a brand new ‘price index’ so NHS
buyers can see how much they are spending on
different products compared to others.
The BHTA were quick off the mark with
comments about the new procurement strategy.
BHTA Director General Ray Hodgkinson said: “We
welcome a number of the measures set out by
Health Minister Dr Dan Poulter to improve NHS
procurement practice and ensure the NHS budget
is spent as effectively as possible to secure
the best outcomes for patients. The assistive
technology sector already creates substantial
cost savings for the NHS by helping to enable
more people to live independently for longer
and thereby keeping them out of hospitals and
secondary care. The sector also plays a major
role in preventative medicine.”
He added: “The BHTA and our members have

8

September 2013

worked with GS1 (the global organisation to
provide bar codes for products) on creating a
bar code system for our products to which the
public sector has free access. This is enabling
greater transparency, improving efficiency and
reducing costs. The
most recent development
“Hospitals must wake up to the
is the Health Hub Code
potential to make big savings and
Bank. In order to achieve
radically change the way they buy
its aims, the Government
supplies”
must be wary of reducing
choice or marginalising
SMEs. The new strategy mentions a potential
“over-reliance” on framework agreements. What
would really help the Government’s aims and
support SMEs would be to reduce the burden of
the tender process. Significant costs are often
incurred unnecessarily
at present. We hope to
“Very few senior people in NHS
see industry fully included
hospitals know what good
in any discussions. We
procurement looks like”
want to be able to bring
our significant expertise
in procurement to these discussions in order to
create improvements to the system.”
He concluded: “A good example of where we
are already working to save NHS costs is in relation
to the £3.5 billion cost of pressure ulcers and
the harms associated with them. Considerable
improvements in this area
are achievable with minimal
“The assistive technology sector
extra resources. One key
already creates substantial cost
initiative is ‘Your Turn’, a
savings for the NHS”
campaign set up by BHTA
to promote pressure ulcer
prevention. One PCT saw a 25% reduction in
pressure sores after six months support from ‘Your
Turn’. Providing appropriate pressure redistributing
support surfaces, such as specialist mattresses,
is essential to preventing and managing pressure
ulcers.”
The BHTA website is at www.bhta.net
The Health Hub Code Bank website is at www.
healthhubcodebank.org

www.thiis.co.uk

E-mail: info@thiis.co.uk

POWER TRIPS

Simple steps to build
margins
You hear it all the time in business. The margins are too thin, the margins are being
squeezed, the margins don’t make it worth our while. Now there’s a new resource that
aims to beef them up…
We very often have stories about new start-ups
in the industry but less so on new companies
not directly entering the market but offering
services to the suppliers in the market.
Margin Matters is a new company which has
been launched by Mike Lord, formerly CEO of
Minivator and recently appointed Chairman of
Kirton Healthcare Group and Ian Burrows, a
previous MD of Sunrise Mobility and Operations
Director at Minivator.
Ian will be heading up the new business and
he told us more about it, explaining what the
business is all about. “All too often” he said, “we
find businesses so focused on growing sales
that they don’t get the best margin possible from
each sale. Our experience is that all businesses
have significant additional profits they can achieve
without growing
sales at all.
Our business
helps unlock
this potential by
focusing either
on purchase cost
savings or on
manufacturing
efficiency.

It’s all about profit and loss

£195

Just

10

September 2013

This could be as simple as finding another
Ian Burrows says that
supplier in the UK or as complicated as starting
there are some simple
a manufacturing facility in China. Our third
things that businesses
can do to increase
senior team member is Shirley Sun who lives
margins
and operates in China where we can even
offer warehousing for QC and consolidation of
shipments.”
It seems a very simple proposition and Ian went
on to explain a little more about the business
model. “Essentially how we operate is to either
act as their in house expert
“We find businesses so focused on
or to teach the companies
to become self-sufficient
growing sales that they don’t get the
themselves. We can do
best margin possible from each sale”
this on a consultancy
basis or on a share of the
savings we make over a number of years to make
this easily affordable.”
Ian says that Margin Matters can source either
components, complex assemblies or complete
products as well as advising on simple ways
to improve the quality, cost or lead time in
production. “We have significant experience and
a pool of resources which
will allow us to tailor our
“All businesses have significant
service to match small or
additional profits they can achieve
large companies looking
without growing sales at all”
to improve
their margin in
whatever way.
We are not a parts supplier, but find the
right partners for our clients and then
help manage the change. We typically
share a percentage of the savings in
the short term, whilst our clients get the
long term benefit of the relationship with
new suppliers and or improvements in
manufacturing processes.”
On the website, there is a challenge
that you can
complete by
“We are not a parts supplier, but find
which you can
the right partners for our clients and
test the team’s
then help manage the change”
ability to provide
an effective
service for you.
Call 01562 519099 or visit the website
at www.margin-matters.com

All you’ll pay if you use a quarter page
advert to promote your products
or services in THIIS magazine.

For full details of all advertising rates,
email info@thiis.co.uk or call
01536 710050.

www.thiis.co.uk

E-mail: info@thiis.co.uk

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WHY SO MANY
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Conference
dates set for
OT Practice
A few months ago in the magazine we published an article about The OT Practice and featured a conference
that had been held for the Therapists involved with the company.
Details of the 2014 conference have
by the Susie Lamplugh Trust. Kate
just been released and there are
explained: “We believe it is essential that
opportunities for companies to get
all Therapists working in people’s own
involved with sponsorship of various
homes are aware of the risks and the
parts of the day. The 2014 conference
speaker is going to address the issues of
will be held on Friday 21st March at the
lone working and how we can make sure
Hilton Hotel, Gatwick.
we are safe when assessing and treating
OT Practice Director, Kate Sheehan
in someones home.”
told us: “We hold an annual conference
There are also sessions on the legal
to enable our Therapists to keep up to
duties in report writing and case notes,
date on our business goals but also to
delivered by a solicitor and a CPR
address some key areas of Continuing
update, which, Kate says, is vital as a
Professional Development that our team
significant number of The OT Practices’
have highlighted to us as important to
clients have complex disabilities and it is
them during our appraisal process.”
important that each therapist is confident
This year the conference includes
to administer CPR if necessary. There will
BHTA Awards
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sessions
on lone working
delivered
also be10:15
an update
on 1the OT Practices’

cloud based case management system.
The conference is also about
networking as Kate added: “The OT
Practice has over 100 therapists from
across the UK and it is good to meet up
and discuss changes in clinical practice
or just discuss one particular case.
We are also going to have a number
of product suppliers exhibiting so the
therapists can update their equipment
and service knowledge.
If you would like more information
about the conference and the
opportunities for companies to get
involved, call Kate on 01628 857144 or
email on kate@theotpractice.co.uk

BHTA Annual Awards
Dinner 2013
7.00pm, 5th December 2013
at the Millennium Gloucester Hotel,
South Kensington, London
The British Healthcare Awards and
Independent Living Design Awards will
be presented by BBC Breakfast’s
Bill Turnbull in a glittering evening that
celebrates the very best of the industry.

This is the perfect opportunity to host
your customers, motivate your team or
extend your networks over a delicious
three course dinner with wine, music
and dancing – a night to remember.
Book your place now at
www.bhta.net/awards
Contact BHTA on 020 7702 2141
or email: nigel.woods@bhta.com

New products for Children
and Teenagers
Following on from the launch of the Hoggi rehab buggies range, Hewerdine has added
three more products.
The Hoggi Supra Light SWG Wheelchair is
a sporty, lightweight, yet rigid wheelchair.
According to the company, its unique design
means it is height adjustable and has endless
seat sizes, so can grow with the child. Seat
widths are from 24cm – 40cm, with depths from
17cm – 45cm.
The Hoggi Flux walker is used behind the
child, so that there are no structural parts in front
whilst the child is walking. The open-fronted
frame encourages upright posture and natural
walking movements, so that the child is using and
developing their own natural walking style and the
Hoggi Swingbo 2 wheelchair has different pushbar and push-handle options available, meaning
many more seat configurations can be achieved,
allowing more comfort for the child and easy
handling of the wheelchair for the carer.

For more details
on the range, 0800
3777 869 or visit
the website
at www.
hewerdine.
co.uk

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Back in the market
with a new storage
option
At the end of 2012 Brian and Margaret Hayes sold a business
that many in the industry will have been aware of and quite a
few will have done business with. Sheerlines produced scooter
canopies and wheelchair and scooter rainwear.

Exhibition &
Event Guide

Rather than enjoy a restful retirement, the
couple are back in business, this time with a
new scooter shelter.
Brian told us: “Many scooter users do not have
a garage to house their product and have to park
them outside their houses or care homes. As you
can imagine, it isn’t pleasant to come out to a
wet scooter seat with a little pool of water in the
middle and wet leaves in Autumn. And, of course,
scooter electronics remain susceptible to failure
when allowed to get wet.”
He added: “Typically wooden sheds are bought
to house scooters and there are large and heavy
folding ‘garages’ made from steel and PVC. The
cheapest of these retails for £175.00 and prices
go up to £275.00. Many owners have expressed

Brian and Margaret Hayes
are back involved in the
marketplace with their
new product which is
clearly a winner with their
grandchildren!

a wish for a drive
in shelter. Our new
Scooter Shelter retails from just £73.00 for a
model that will can be set up on grass or £99.50
for a model that has four fillable water bottles
which enables the shelter to be set up on a
tarmac drive.”
Brian says that it is a simple sell. “It’s a simple
one size fits all, is very light in weight, easy to put
up, taking just 10-20 minutes and with its small
folded size retail shops will easily be able to carry
it on their shelves.”
For more information on the new product,
call 01384 221134. The website is at www.
scootershelters.co.uk

September 2013

All you’ll pay if you use a quarter page
advert to promote your products
or services in THIIS magazine.

For full details of all advertising rates,
email info@thiis.co.uk or call
01536 710050.

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Notice
From 24 June 2011, Roma Medical Aids Limited
imported and sold the ‘1300: Roma Self-Propelled
Wheelchair (Orbit)’ and ‘1330: Roma Car Transit
Wheelchair (Orbit)’ (“the Products”).
In September 2012, Karma Medical Products
Corporation Limited and Karma Mobility Limited
issued proceedings in connection with Registered
Design Number 3024771. These proceedings have
been resolved on amicable terms.
In accordance with those terms, Roma Medical
Aids Limited has agreed to cease importing the
Products and shall not be offering the Products for
sale after 22 October 2013.

British rise and recline
market on the up
The seating sector looks to be in good shape, with a number of companies reporting
steady growth. Wilcare Wales has invested recently to develop further in a marketplace
that its Managing Director believes holds plenty of promise….
“The tide is beginning to turn for British rise and
recline chair market, and it is about time”. That’s
the view of Wilcare Wales Managing Director
Anthony Kiff who says that UK manufacturers
with a quality product are finding new and more
effective ways to compete with imported items.
“In recent years the market has been flooded
with imports that I am convinced are just not of
the same quality of UK producers” he told us.
“This is a problem for manufacturers and the
UK as a whole, not just for our sector. We can
never compete with the bottom of the market, but
we don’t need to.”
He believes that customers are starting to
appreciate the type of products available from
Wilcare. “Signs are that people in our sector are
starting to turn back to quality, home produced
chairs, albeit slowly.”
And, he says, it’s all about building a brand
that customers can trust and have confidence in.
“In world markets the most successful products
are the ones that symbolise all that is best about
British craftsmanship and design; whether you are
talking Jaguar and Aston Martin, Scotch whisky,
Burberry, you name it, great British brands are
admired and in demand the world over. And I
believe that is the way for our sector to go, giving
customers the bespoke products and service that
box shippers from overseas cannot match.”
“I know that times are hard for everyone” he
says, “but I think that we should think beyond
buying cheap imports as an end in itself, and of
course quality lasts.”
Anthony is a keen supporter of backing
manufacturers who are building businesses here
in the UK. “In product terms British manufacturers
are close at hand to support should problems
arise and that is a major advantage for the
healthcare sector. We should all do our bit to
support British manufacturing. I’m not calling
about a return to the ‘I’m Backing Britain’
campaign, but if as consumers we all think a
little harder of the knock-on effect our buying
decisions cause. It might help return our economy
to a stronger footing and mean the Government’s
current austerity measures end even sooner and
that has to be good for everyone’s welfare.”
As MD of Wilcare, one of his most important
tasks, he says, is to ensure the company is
moving with the times and the market trends.
“We have an ageing population, people are living
longer and the market potential is massive, with
over 10-million over 65 years old in the UK and
this is set to double over the next 20 years. As
an industry we must embrace and anticipate
this changing society. People want and deserve

20

September 2013

to be nursed at home, they want to keep their
Wilcare MD, Anthony Kiff,
believes that the tide is
independence as long as possible and we must
turning for UK production
use all the technology and innovation to making
that happen.”
And that means new
and more sophisticated
“Signs are that people in our sector
products according to
are starting to turn back to quality,
Anthony. “I can remember
home produced chairs”
when we first started,
the main requirement
was for a basic rise and recline chair, but these
days we respond to individual customer needs,
especially when it comes to pressure care
and management, which becomes even more
critical with people staying at home, where
care conditions are different. Essentially, this
means higher spec chairs. Ours is a specialist
niche marketplace, but it is growing and more
manufacturers are entering it and I welcome this;
we all need competition to
develop, competition that
“Ours is a specialist niche
brings innovation.”
marketplace, but it is growing and
But, although the
more manufacturers are entering
marketplace is growing,
it and I welcome this; we all need
Anthony fears that the
competition to develop, competition
manufacturing base isn’t
that brings innovation”
developing fast enough to
supply the products that
are going to be in demand. “What concerns me
is the shrinking of the manufacturing skills base
in the UK, we have lost manufacturing capacity
as a nation and with it the skilled workforce has
diminished, we have lost ground. Wales was a
hotbed of traditional skills in this sector, but with
the demise of large employers like Christie Tyler, a
vast experienced workforce was lost to industry,
we need to do something about that. We must
attract more young people to our industry and to
show them that a fulfilling career can be had in
craftsman-based furniture sector.”
Anthony pictured with
It’s seen as a priority at Wilcare as Anthony
some of the team
members. The number of
explained: “We are addressing this in a number
employees is growing

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of ways. We are up-skilling our own workforce,
broadening their own horizons and this personal
development angle has a great effect on staff
morale and motivation. Secondly, we are working
with various providers to develop an apprenticeship
programme within Wilcare and we are supporting
The Association of Master Upholsterers in their
efforts in this direction as well.”
As well as developing the Wilcare team,
Anthony believes that companies like Wilcare
need to develop close relationships with
retailers. “I think that going forward as industry
manufacturers must work even more closely
with retailers, so that we can all respond to client
requirements faster and better. It is by working
in partnership that we can benefit everyone, and
chiefly the lives of the end user. There is always an
open invitation for retailers to work with us, come
to the factory, meet our people and see what we
are all about and what we can achieve together.”
He sees the new Trade Days event as a great
opportunity to develop those relationships. “We
were delighted to be one of the first companies
to sign up to Trade Days 2014. This kind of event
really brings the industry together, a meeting of
minds. I am looking forward to meetings with
exactly the right people we like to get close to.
I would also encourage our colleagues in the
industry to support this innovative event, get onboard and make it a real success.”
“I think anyone who knows me” he said, “and
knows Wilcare will identify that we are not in
the business of shifting boxes, there has to be
more to life than that. I know there is because
the majority of our people have been working
in the furniture industry all their lives and are
as passionate as ever about producing quality
products. It’s in their blood, it’s what they do. But
we don’t see ourselves in isolation, we build longterm relationships all along the supply-chain, we
all support each other and I think this partnership
approach proves itself time and again and you
notice it most when times are hard and you all pull

As part of its expansion,

together and get through.”
Wilcare has invested
£200,000 in two AXYC
“We’ve had a very good six months” he
CNC wood routing
reported, “with sales up 25 per cent year on year,
machines, enabling it
but we are working incredibly hard to achieve this
to increase production
output of internal frames
and investing heavily in new technology to keep
and components by 50%
us at the leading edge of innovation, which is
where I want to be. This has included £200,000
investment across the business including two
AXYZ CNC wood routing machines, as well as
infrastructure improvements staff expansion,
enabling us to increase
production output of
“We are not in the business of shifting
internal frames and
boxes, there has to be more to life
components by 50%.”
than that”
And the growth has
resulted in new jobs too.
“We have created five new jobs in our upholstery,
woodworking, preparation and shipping
departments.”
At the end of the day though, Anthony
believes that the key to future success is simple.
“Ultimately, it all goes back to giving customers
exactly what they want with absolutely bespoke
solutions to their requirements, be the order
for one or one hundred chairs and that’s what
Wilcare is all about.
Wilcare can be contacted on 01446 772227.
Anthony says that these
days it’s very much about
The website is at www.wilcarewales.co.uk
responding to individual
needs

When people ask just how old our marketplace is, a
good barometer is the significant anniversaries that
are beginning crop up more and more frequently. We
have plenty of companies that have gone past the
’20 years’ mark and we have recently had a number
that have achieved 30 years. Go past 30 years and
there are a good deal fewer.
As mentioned previously in the magazine, around 30 years
ago there were about 30-40 companies that were selling
mobility products regionally and locally with the earliest
showrooms popping up. So, to find a retailer that has a 60
year history is pretty rare.
The retailer in question is Millercare, based in the North West
and with a number out outlets.
As part of its sixtieth anniversary celebrations, Millercare set
itself the challenge of raising £10k to support the work of The
Christie Hospital in Manchester.
Established in 1952, Millercare wanted to celebrate the
milestone by not only recognising the hard work of its’ team
but also by taking on a challenge to help a very worthwhile
cause.
Fundraising events that took place during the anniversary
year included a Casino Night, Spice Night, Family Fun Day,
Barbeque, Tandem Skydive, running the Manchester Marathon
and even a charity car wash by the team in Blackpool.
The anniversary year was closed by Millercare hosting a
charity gala dinner at The Renaissance in Manchester which
was attended by over 250 guests, including staff, suppliers
and customers. It was there that it was announced that the
target of £10k had been far exceeded and in fact the final total
was £14,961.33.
Call 0800 652 6590 or visit the website at www.millercare.
co.uk

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One Button Digital
Radio launches

Sensory in a
suitcase a winner
for Nursery
Norfolk-based Strawberry Patch Nursery is the latest nursery
in the UK to benefit from a Sensory-in-a-Suitcase Deluxe from
SensoryPlus.
The Sensory-in-a-Suitcase
includes a range of sensory
equipment which is ideal for
therapy, education and play
activities. The Space Projector
and coloured fibre optics provide
a stunning visual display, while
the tactile balls and colour packs
enable interaction. These tools are
complimented by sound makers
and natural music to promote
rest and relaxation, making the
Sensory-in-a-Suitcase what the
manufacturers describe as ‘an
‘Aladdin’s cave’ of sensory stimuli’.
Sensory environments are
designed to provide a safe and

A new single button radio has been
produced, designed with dementia
sufferers in mind. The radio has been
developed by BIME in response to
customer requests
The One Button Digital Radio is a
portable Roberts digital radio, adapted
with a special secure cover so it can be
controlled with one button. The idea is to
be able to turn the radio on and off easily
without the need to manage other radio
features - these can be preset.
Once the radio is tuned to the station of
choice at the preferred volume and tone fit the secure cover and day to day use is
by pressing the yellow on/off button.
For more
information on the
radio, call 01225
824103 or go to
www.bath.ac.uk/
bime

engaging area in which children
with special needs can play and
learn. Imaginative learning is openly
encouraged and there is the
freedom to roam and discover new
experiences, completely uninhibited.
Senses such as sight, smell, touch
and sound are stimulated and
heightened in order to improve
cognitive and physical abilities in a
fun and interactive way. A Sensoryin-a-Suitcase is a way of delivering
the benefits of a fixed environment
where a designated space is not
available.
Call 01440 705 352 or visit the
website at www.sensoryplus.co.uk

Film company in search for old chair
A film production company has put a
call out for an early wheelchair that they
would like to use in an upcoming feature
film about the life of Stephen Hawking.
They are looking for a BEC 103, BEC 109
or similar to hire or buy.
“The Theory of Everything” charts the
life of Stephen Hawking (played by Eddie
Redmayne) from his days at university in
the early 1960s, through his diagnosis of
motor neurone disease, his battle with
the illness and his incredible academic
achievements and way of looking at the
world.
The company says that, as they need

26

September 2013

to match the chair with an historical
reference picture, modification may be
needed.
The production company has made
contact with specialist wheelchair
technicians who can do any work
needed.
The BEC that Stephen Hawking used
was front wheel drive, with all 4 wheels
the same size. It had a chrome frame and
blue upholstery.
If you have a model or know where one
might be, please call Daisy Popham on
0208 584 1115 or email daisypopham@
gmail.com

www.thiis.co.uk

E-mail: info@thiis.co.uk

Patterson Medical Incontinence Range
Did you know that it is estimated three to six million
people have some degree of urinary incontinence
and it effects twice as many women as men.
There are several types of urinary incontinence,
but the two most common thought to be
responsible for over 9 out of 10 cases are:
• Stress incontinence
• Urge incontinence
With most of these issues effecting customers
on a daily basis and an aging population
growing, how will you be helping your
customers to manage their incontinence
problems?
How Patterson Medical can help you,
and your customers with their wide
range of incontinence products:
• Range of incontinence briefs, pants and pads
• Reusable seat pads to protect home furniture
• Bed protectors
• Waterproof fitted mattress
• Also a wide range of commodes, bed pans,
and urinals to help daily living needs

New marketing manager
for Kirton
Kirton Healthcare has appointed Vanessa Hands to the role of Marketing Manager.
A languages graduate, Vanessa has worked in
the Marketing and PR industry for three years,
and went travelling to South America prior to
joining the Kirton team. She spent time at C.A.S.
Marketing where she worked on a number of PR
accounts for companies in the industry.
Vanessa’s appointment comes at a key time
for Kirton. As reported in the last issue of the
magazine, Group Founder and Chairman, Martin
Battye has announced his retirement from the
company, facilitated by a management buyout.
The new management team includes senior
members of the current Kirton team, including
Group Managing Director Beverly Lawrence,
along with key associates of the industry such
as Mike Lord, Chairman of the BHTA, who has
become non-executive Chairman.
Vanessa said: “I am delighted to have joined the
Kirton Healthcare Group at such an exciting time.
Everyone at Kirton is extremely hardworking and
dedicated, and there is a real sense of team spirit
which is fantastic.”
Vanessa has experience working within the

healthcare industry, and hopes to put these
skills to good use at Kirton to help drive the
business forward. She is also fluent in Spanish
and Portuguese, having studied both languages
at degree level, which may help Kirton in its
bid to establish a greater presence overseas.
Vanessa’s role will involve working on all aspects
of marketing to continue to enhance Kirton’s
brand awareness and strengthen the company’s
communication with customers on various
levels. She will also be working on improving the
company’s internal communication, which has
taken increasing precedence since its acquisition
of A J Way in 2010.
Beverly Lawrence, Group Managing Director,
said: “We are delighted to have Vanessa on the
team. Her experience in the healthcare sector
coupled with marketing and PR knowledge
makes her an ideal candidate, and we are sure
she will do full justice to the role.”
For more information about Kirton Healthcare,
call freephone 0800 212709 or visit the website at
www.kirton-healthcare.co.uk

Last month we carried an article that looked at the history of the Mobility Roadshow. This
month we take a look at the event that took place this year, which, for the first time, was
in a new location…
The Mobility Roadshow took place in Telford
this year at the Telford International International
Centre. Moving the Roadshow around the UK
means that exhibitors have the opportunity to
get in front of a different audience, but it also
means that everyone has to get used to a new
venue every few years.
The big difference this year was that the
exhibitors that were traditionally based outside
were under cover this year. Of course, that
takes away the issues of bad weather causing a
problem but it also takes away one of the unique
aspects of the event too. With every exhibitor in
an exhibition hall the event does run the risk of
becoming ‘just another exhibition’.
Jacqui Jones, Chief Executive of Roadshow
organiser Mobility Choice gave us this honest
appraisal of the Telford show.
“The response to moving the Mobility
Roadshow to a new location has been mixed,
which is not unexpected for a new venue” she
told us. “There is no doubt that Telford met one
of our key objectives, which was to take the
event back to a more central location, making it
more accessible to as many visitors as possible,
especially from Northern counties. Visitor numbers
from the North West have confirmed that this was

achieved. Generally visitors and exhibitors liked
the light atmosphere and spaciousness of the
Telford International Centre. The response from
exhibitors was very mixed. Those on the positive
side appreciated that sales enquiries were of
higher quality, rather than quantity which delivers
their marketing objectives: more than one said
this was the event for them.”
She added: “This was the first time in the show’s
history that exhibition
space was entirely indoors,
“The response to moving the Mobility
which some felt lacked the
Roadshow to a new location has
Roadshow’s atmosphere
been mixed, which is not unexpected
that inside/outside space
for a new venue”
delivers, especially on a
sunny day - an ‘event’
rather than just an exhibition. However, had we
experienced the same appalling summer weather
that we have seen in recent years, I have no doubt
that there would have been 100% endorsement
for the change.”
Jacqui concluded: “Although there were
logistical aspects of the venue that would need
to be addressed if we were to consider taking the
Roadshow back to Telford, the venue staff and
management were generally very receptive to our
needs.”

The Pool Pod swimming pool lift was voted most desirable product by visitors to this year’s Roadshow.
Joint runners up were the Morph folding wheel and the HandSteady cup with a rotatable handle. The
folding wheel was conceived by Duncan Fitzsimmons when he was a graduate student at London’s
Royal College of Art. Originally designed as a folding bicycle wheel, he redesigned it as a wheelchair
wheel following feedback from disabled visitors at a previous Mobility Roadshow.

Here are details of some of the new products visitors saw….
New tricycle for Quest
Quest 88, launched
a new tricycle at the
Roadshow. The Draisin
Endurance is the latest
addition to a growing
portfolio of all ability
cycling products.
The company describes the product as an
‘exceptionally stable tricycle featuring a low
threshold, front suspension with adjustment
lockout and seven-speed gears with a front V
brake and back pedal brake’.
The company also has the Draisin Endurance,
which is a semi-recumbent Draisin Relaxino
tricycle, designed to be stable and manoeuvred
intuitively and ideal for people with Cerebral Palsy,

Multiple Sclerosis and balance impairment, along
with amputees. The Relaxino features seven
gears which the rider can select
using a twist grip mechanism,
and there are several
gearing options
to choose from,
including reverse.
An electric motor
is also available.
Quest 88 can
be contacted at
0845 604 7258.
The website is at
www.quest88.com

Designed for the 21st century
Here’s an interesting little
product that has been
designed as the next
generation of mouse
mats with a particular
attraction to customers in
our marketplace.
The designer says that
the traditional mouse mat
is still stuck in the 20th
Century, leaving users
struggling to balance
their mouse on the arm of
a sofa, chair or lap.
The Slouch Mat is a mouse mat for use on
uneven surfaces. The mouldable base makes
the bottom of the mat ‘slouch’ around the arm
of a chair, duvet, car dashboard, or the user’s
lap, creating a stable, even surface. Gripping
dots mean it holds firmly and without slipping in
even the most uneven locations and the optically
friendly coating means a laser mouse will track
smoothly and accurately across its surface.

Slouch Mat inventor, entrepreneur Nuala
Lewis, says: “Whilst Slouch Mat has already sold
thousands in national retail, we believe it is a
great living aid and sits perfectly on the arm of a
wheelchair.
She told us: “I invented Slouch Mat to solve a
problem for me. I liked to surf the internet on my
sofa and when I used my mouse, I simply had
nowhere suitable to rest it, so invented Slouch
Mat. We launched Slouch Mat at the Gadget
Show Live in April 2012 and almost straight away
we realised that it was perfect for wheelchair
users. It sits easily on the arm of a wheelchair or
comfortably on a lap. Wheelchair uses explained
that often they cannot fit underneath a desk, so
use their mouse on their lap, and therefore the
Slouch Mat is perfect. Following this feedback we
recently exhibited at the Roadshow where Slouch
Mat was a big hit and sold like hot cakes”
For more information on the product, call Nuala
Lewison 07932 781966 or email info@slouchmat.
co.uk

New ranges from Cyclone
Cyclone Technologies
launched a range of
wheelchairs from GTM
Mobil Technology.
Designed for active
rehabilitation, lifestyle
and professional sports
use, each wheelchair
in the range is bespoke
The chairs are
to the user, providing
individually made
an enhanced postural
position, high levels of comfort and optimum chair
performance.
According to the company, the chairs are
individually made using only the highest quality
materials such as aircraft quality aluminium, kevlar
and carbon fibre. Components such as alloy
castors are milled from a block, in order to ensure
maximum quality and inherent strength.

32

September 2013

The company also showed the Tailwind which
is produced by Clinton River Medical Products.
Cyclone say that the product offers the style and
comfort of a manual chair, combined with the
on-board support of quiet and discreet motors
which deliver a signal to provide a smooth
boost of power as and when required.
With the help of a built-in computer
controlled by a single conveniently located
on/off switch, the wheelchair helps users
to navigate challenging terrain – uphill,
downhill, across grassy areas and other
uneven surfaces, being provided with
just the right amount of assistance for
any given situation.
Contact Cyclone on 01964
623 881. The website is at www.
cyclonemobility.com

Tailwind – The
Tailwind helps users
navigate
challenging
terrain

www.thiis.co.uk

E-mail: info@thiis.co.uk

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In the pink!
The Active Hands Company has introduced a
new pink version of its general purpose gripping
aid, to offer a colourful alternative to the original
black product.
The product range includes general purpose
gripping aids for using items such as games
consoles, a hammer for DIY or a trowel for
gardening, to aids specifically designed for
taking on sports such as skiing or using exercise
equipment at the gym.
Active Hands also offers a mini aid product
designed for children under five, which helps
to improve their grip with items such as the
handlebars on a tricycle and is available in pink
and blue.

The company was established in 2007 after
Managing Director, Rob Smith, experienced a
high-level spinal cord injury at the age of 20.
Frustrated with the lack of equipment available to
help with his limited hand function, Rob began to
design a range of aids to enable him to live more
independently.
The gripping aids have proved popular with
people who have had injuries or illnesses
including spinal cord injury, stroke, MS and
cerebral palsy.
Call 0121 247 9152. The website for the
company is at www.activehands.com

New wheelchair carrier
Autochair launched the new Liberty wheelchair
carrier at the show. It is simple to operate with the
ability to load or unload a wheelchair in under 90
seconds.
Operating with a wireless hand controller, its
side-door opening function means that less space
is needed around the vehicle so that it can be
parked in smaller, confined spaces. It is ideal
for home garages, multi-storey car parks and

parking locations with restricted heights. The
Autochair Liberty is one of the lightest wheelchair
rooftop carriers in the world and can confidently
lift manual or powered folding wheelchairs. Its
versatile design means it can fit on the majority of
vehicle rooftop bars.
For more information on the Autochair product
range call 0800 988 0070, email info@autochair.
co.uk or visit www.autochair.co.uk

New website for Trike Company
The Mountain Trike Company has completed an
overhaul of its website and there is now the facility
for customers to shop and buy their products
online.
Talking about the new site Tim Morgan,
Inventor and Managing Director said, ‘We realised
that our online offering was crucial to the way
we communicate our product and service to
people, the site has been under development
for some time now and I am really pleased to be
announcing the launch of the redesign. It now
caters for the different user groups we are aiming
the Trike at, the flow and usability has been
greatly improved and hopefully the user will feel
they have come onto a platform that offers more
than just a place to purchase a wheelchair. The
aim is to build a community for Trike users - we
will share our knowledge but we also want to
make it a place where people can provide useful
information in this field.”
Tim added: “having recently announced that
we are now able to accept orders directly from
customers in the United States the timing felt
perfect to move away from co.uk and bring the

brand to a more global
level by changing to
.com.”
There is also now
a range of useful
accessories that
fit and work with
the Mountain Trike
such as a Sports
Rack that enables
the user to secure
baggage, picnic
hampers, a Push
Handle providing
a comfortable
pushing point
for times when
rider may need a
helping hand and
an Adventure Rack,
which combines the sports rack and push
handle.
The new website is at www.mountaintrike.com

New products from RGK
RGK launched the Vita which incorporates what
the company describes as ‘battlefield proven
Kevlar armour and aero-space grade aluminium
technology’.
Built by hand and 100% bespoke, Vita’s
aluminium frame is made from aerospace grade
material, making it stronger and importantly
avoiding unnecessary weight and producing a
super light wheelchair.
Lead designer Mike Sheen, who joined RGK
from the award-winning Dyson product design
team explained: “Airtech upholstery allows
superior positioning whilst the straight camber bar
provides added rigidity so users can be sure their
chair is designed to last. Exclusive design castor
arm and low rise castor forks ensure minimum
rolling resistance, maximum stability and great
style.”
Russel Simms, Commercial Director of RGK,
added: “For a long time wheelchairs have been
clunky and a hassle, something we at RGK are
trying to change. Vita brings to life what we
believe a wheelchair should be – light, strong and
practical.”
RGK has also recently unveiled a new
wheelchair power assist device. The Smart Drive
device has been specifically designed for active
users, providing a boost of extra power to climb
steep hills independently, without exerting any
additional physical energy.
The booster attaches to the back of daily-use
wheelchairs and can be used for days between
charges.
Dan Sutton, UK Sales and Business

The new Vita boasts aerospace grade aluminium
technology’

Development Manager, commented: “We are
the only wheelchair manufacturer in the UK to
distribute the Smart Drive. Customers can buy it
directly through RGK, but we’re also selling this
product through a number of dealers, who we’ve
partnered with for this product.
RGK can be contacted on 01543 687 680. The
website is at www.rgklife.com

The new power assist
device is being sold both
directly and through
dealers

Stylish wheelchair tray
The new Trabasack Max includes a lightweight
and sturdy tray surface built into one side, which
sits on the lap with the cushioned bean bag
inserts. The latest option sees an upgrade in
internal capacity and can hold laptops, wallets,
magazines and even clothing.
The hand-luggage sizing makes the Trabasack
Max ultimately portable, the smart briefcase style
and lap tray make it ideal for business or leisure
usage, and the option of trims and straps provide
the perfect bag for travelling for pleasure.
The internal compartment is lined with a deep,
red satin and a choice of trims are available,
with contemporary black or luxury Harris Tweed
designs on offer, with the genuine Harris Tweed
being handcrafted by authentic crofters in the
Outer Hebrides. The lap tray bag also features

a number of additional internal
organisational pockets and zip
compartments, making accessing
and utilising the items stored within
even easier.
Although the Trabasack Max
has an increased internal capacity,
the manufacturers say that it still
remains lightweight and continues
to carry the accessible features
seen on previous models. They
believe it to be the most stylish,
inclusive and luxurious wheelchair
tray alternative on the market.
Call 0800 567 7812. The website
is at www.trabasack.co.uk

30 years up for Unwin
Unwin Safety
Systems is the
only manufacturer
of wheelchair and
wheelchair-occupant
restraints to have
attended every single
Mobility Roadshow.
According to the
Celebrating 30 years:
company, over the
Unwin Safety Systems’
retro sweets, specially
last 30 years Unwin’s
produced as a Mobility
stands have attracted
Roadshow treat
tens of thousands of
visitors, including The Queen, Prince Andrew and
the Duchess of Gloucester.
At this year’s show the company introduced
a new 5-metre electric winch which includes a
soft-start system for wheelchair users’ comfort,
acceleration and speed control, very quiet
customer-friendly operation and a 300kg payload
up to a gradient of 25%.
Gerry O’Connor, Unwin’s Director of Sales and
Marketing, said: ‘‘I’m very proud of the fact that
we’re one of the few companies who’ve been to
every single Mobility Roadshow.”
Norman Unwin founded Unwin Safety Systems

in Somerset in 1956. Unwin was the first
company in the world devoted to helping people
with disabilities travel safely in vehicles. Unwin
invented the world’s first wheelchair restraint and
the first wheelchair-occupant restraint.
In June 2013, Unwin formed a joint venture
partnership with Sweden’s Autoadapt, which
also has a long tradition of developing innovative
improvements for safe, independent living for
wheelchair users.
For more information, call 01935 827740. The
website is at www.unwin-safety.co.uk

Safety Systems’ founders
Norman and Jean Unwin
with Håkan Sandberg
and Peter Wahlsten of
Autoadapt and Unwin’s
Development Director
Robert Unwin

Better Bidet
The Better Bidet is a battery operated, affordable
portable and travel friendly bidet with a light and
compact design.
Unlike plumbed bidets the Better Bidet needs
no tradesmen to plumb or wire the unit before
use. I allows the user to add emollients or
approved medication to the reservoir of water.
The manufacturers say that it will fit virtually any
toilet and can be packed into a suitcase for trips
away from home.
There are riser seat attachments in three 3
sizes, 2” 4” and 6” and the Big John bariatric
toilet seat can also have a bidet connection.
For more information visit www.wesmedical.
com

New Occupational Therapy zone to open
at Naidex National 2014
i2i Events Group and the College of Occupational
Therapists have announced a substantial extension to their
partnership with the launch of a new dedicated zone for
occupational therapists at Naidex National 2014.
The exclusive new space for occupational therapists will be
part of Naidex’s flagship event taking place from 29 April to
1 May at the NEC, Birmingham. For the first time at Naidex,
a full College-led programme will take place in one location,
including ‘meet the expert’ sessions, student-focused
seminars and workshops with College staff. Experts from
the UK’s professional body for occupational therapists will
develop the content in collaboration with 2i Events Group to
ensure it meets their professional standards.
Julia Scott, Chief Executive of the College of Occupational

36

September 2013

Therapists, said: “We are always seeking ways to improve our
services for members and we are delighted to be doing this
through our partnership with i2i Events Group, the organisers
of Naidex National with whom we have a longstanding
relationship. Together, we will provide excellent CPD
opportunities for our members at Naidex in 2014.
She added, “We have worked with i2i and Naidex for
many years and so this is a natural progression for our two
organisations. We decided to have a stronger presence at
Naidex National next year because of their track record in
attracting occupational therapists to an annual event that is
complementary to our own.”
For more information about Naidex National go to www.
naidex.co.uk.

molift rail system is easily
integrated into the room
environment. it is optimized,
flexible and of solid design.

Re-brand and new range
for specialist supplier
If you sell hoists, mattresses or a range of other products, they could have a Dartex
product incorporated. The specialist coated fabrics supplier has recently made some
interesting changes to the product range as well as introducing an innovative visual
element to get the message across…
With healthcare budgets stretched to the limit,
companies are being faced with some tough
questions, such as how they continue to offer
reliable, quality products while minimising costs
for the customer?
That’s exactly the challenge that Dartex has
faced up to recently and the result is the launch
of a new product range from what is a long
established brand.
If you manufacture seating or positioning
cushions, mattresses or hoists, the chances
are you’ll know the name. For over 40 years,
Dartex has led the market in the development of
polyurethane (pu) coated fabrics designed to help
prevent pressure ulcers and improve infection
control.
Over the decades, Dartex has supplied millions
of metres of fabric to a global customer base

The Dartex name is wellknown by manufacturers
selling a range of
products

predominantly in the healthcare sector. Starting
out as the first British transfer coater, today Dartex
has manufacturing plants in the UK and USA,
counts Stryker, ArjoHuntleigh, Hill-Rom, Invacare,
Direct Healthcare, Kirton and Teasdale among
its customers and stands alone as the only UK
manufacturer of pu fabrics.
In response to the
“We were really looking to visually
challenge of producing
illustrate all the different applications
cost-effective products,
of Dartex fabrics in a fun and
the company has just
engaging way”
launched what it is calling
its new Care range.
The Care launch follows a rebrand and heavy
investment in the company which has seen two
new customer service staff, a technical project
manager and a dedicated marketing manager join
Along with a new product
the team.
range, the company has
David Ripley, managing director at Dartex
developed a new brand
image too

To find out more about these two great NEW stairlifts
contact MediTek today
T H E

G L O B A L

MediTek

S TA I R L I F T

C O M PA N Y

CALL US NOW ON
01325 311442

sales@meditek.net www.meditek.co.uk

told us: “We’re confident that like-for-like, Care
products offer unmatched performance at a very
competitive price. What’s more, our customers
can rest assured that the Care range has been
developed with the same quality focus as our
other ranges and tested to the same rigorous
standards.”
The company has also been redefining the
way it engages with the industry, from direct
customers to healthcare providers.
Following an extended period of consultation
with medical device manufacturers and healthcare
providers, Dartex has undergone a complete
rebrand. This has resulted in a new website and
the use of Playmobil characters to communicate
the benefits of their highly technical fabrics.
Zane Powers, marketing manager at Dartex
explained more about the changes: “One of
the things that was clear from the feedback we
received from the medical device manufacturers
we spoke to, as well as healthcare providers, was
how mechanical and dry information within the
industry was. That’s why we contacted Playmobil,
a provider of lego-type characters based around a
variety of themes. Once we found the healthcarethemed characters we were looking for, they

Conscious that the
products they sell can
sometimes be seen to be
‘dry’, the company has
taken the interesting step
of using characters for
additional visual impact

were sent to a design agency for a photo-shoot.
We were really looking to visually illustrate all the
different applications of Dartex fabrics in a fun and
engaging way and were very pleased with the
unique outcome.”
He added: “The use of the Playmobil characters
is in line with our history of breaking the mould
and taking innovative
approaches to challenges
“If you manufacture seating or
and the feedback we’ve
positioning cushions, mattresses or
had from our website
hoists, the chances are you’ll know
visitors has been very
the name”
positive.”
As part of the Care
launch, Dartex is offering an introductory offer on
all orders placed by 30 September 2013 which
includes an introductory early order price from
£3.00 per metre, no minimum order quantity
and with the standard Care blue held in stock for
speedy despatch.
Dartex will be exhibiting at Trade Days next
year. To find out more about the Care launch,
call 0115 983 7676 or visit the website at www.
dartexcoatings.com

New recruits at Repose
Kevin Critchlow has been appointed at the new senior
consultant for Repose. He brings 10 years of specialist
seating and health related expertise having held a similar
role with Kirton Healthcare. He has in-depth knowledge of
specialist seating, challenging behaviour furniture, wall and
floor padding for de-escalation and seclusion rooms.

Rachel Panter has been appointed as the new client
manager for the company. She is an experienced client
account manager and will now assist in looking after internal
client accounts, ensuring that their marketing, sales and
informational expectations are being met.
The website for Repose is at www.reposefurniture.co.uk

Wheelchair
Cushions
Manufactured in the UK by
www.able2.eu

40

E-mail: enquiries@able2.eu

September 2013

Tel: 01254 619000

E
www.thiis.co.uk

E-mail: info@thiis.co.uk

Kimba Neo
Made for living.

Every child is different. That’s why the new Kimba Neo buggy
seat can be adjusted to your child’s individual needs yet still
meets the highest aesthetic criteria demanded by parents.

No child can sit in the same position for long, and this is
especially so in the case of children with dysfunction in the
control of the torso and pelvis. Kimba Neo therefore makes
it especially easy for parents to change between active and
resting positions by the turn of a handle situated on the
seating unit. A large range of accessories are also available
to enhance the comfort and support of your child.

Ottobock · 0845 600 7664 · www.ottobock.co.uk

Functional, chic, and comfortable
Suspension absorbs shocks
• Especially soft padding
• Stable sitting position to assist with therapy
• Individually adjustable
• Seat can be placed so that the child faces you
• Easy to use
• A wide variety of additional features
•
•

New man at motion furniture
component company
CIARCIAR SpA, manufacturers and designers motion furniture
components has named Francesco De Santis as the new
Head of Sales and Marketing.
Mr. De Santis, who had been Sales & Marketing Manager
EMEA at Leggett & Platt Home Furniture Components, is to
spearhead CIAR’s sales marketing activities and contribute to
the development of overall business strategy.
“The creation of this new role further strengthens our ability
to meet the needs of our customers,” commented Egidio
Marcantoni, CEO & Founder CIAR SpA. “Francesco deSantis has
a comprehensive understanding of motion furniture components
sales and marketing which will greatly benefit CIAR, our sales
network, and our clients.”
Before joining CIAR, Mr. De Santis was responsible for
Leggett & Platts EMEA territories,supporting and developing a
network of agents, distributors and key accounts.Previously, De
Santis had five years with the Natuzzi group where he gained
experience in research and development and buying.
CIAR Spa is Italy’s leading designer and manufacturer of
motion seating components including
actuator systems for recline chairs and sofas,
rise and recline chairs, beds, motion seating
mechanisms, vibro and shiatsu massage
systems and electric control systems.
The contact for the UK is Tim Hudson who
can be contacted on 07532 464678.

Want to be read about?
Want to be featured?
You should - because PR is a powerful promotional
medium and an intrinsic component of effective
promotional practice.
Do you have a great story or some breaking news, but just
don’t have the time, inclination or knowhow to compose a
suitable article or draft a headline grabbing press release?

The Oxford Classic range of mobile
lifts from Joerns is ideally suited to
homecare and nursing home environments.
The Mini, Midi, Major and Maxi incorporate Oxford’s
new and exclusive Smart Monitor - a state-of-theart, on-board diagnostic control system, providing
invaluable operational data via the
integrated LCD display.
For more details visit the
THIIS website or call 0844
811 1158

The Stargazer from Repose Furniture is a solution to short
term bed provision with deeper foam cushions than any other
ready bed available.
There is a simple two step movement to quickly transform
the chair into a bed with fully washable, bleach cleanable,
anti-MRSA vinyl upholstery. It is available in a range of
colours and has built in castors for ease of movement for
cleaning purposes.
For more details visit the THIIS
website or call 0844 7766001

New Stand-aid Hoist
The versatile Glide M200 from
Gainsborough Baths has been
ergonomically designed to facilitate
standing, seated transfers and
assisted toileting for patients with
some weight-bearing ability.
The M200 also incorporates the
intelligent diagnostics system.
For more details visit the THIIS
website or call 0800 542 9194

New cushion range from Ottobock
Ottobock has launched two new ranges of cushions for
use with wheelchairs. The Terra and the Aerial ranges are
designed to offer comfort and durability for wheelchair users
and uses pioneering new foam
technology.
For more details visit the
THIIS website or call 01784
744 927

New bidet seats from AKW
AKW has extended its high-end portfolio of adapted
bathroom products to include a new range of stylish and
affordable bidet seats. The USpa bidet seats have been
designed to be easily retro-fitted to existing toilet pans. Key
features of the range include soft-close seats, continuous
water heating, an intelligent energy-saving function and a
touch-activated on-off sensor.
For more details visit the THIIS website or call 0800 0787
188

The new Prism Straight
Stairlift
The Prism Straight Stairlift has been
developed specifically for straight
staircases without curves or bends
and has been ergonomically
designed to ensure it is simple and
easy to operate. The maximum
user weight capacity for the Prism
Straight Stairlift is 120Kg (19st)
For more details visit the THIIS
website or call 0844 980 2260

The new Prism Curved
Stairlift
The Prism Curved Stairlift has
been developed specifically for a
range of curved staircases, with
a revolutionary ergonomically
designed chair. The maximum
user weight capacity for the Prism
Straight Stairlift is 160Kg (25st).
For more details visit the THIIS
website or call 0844 980 2260

New option for prescription
portal
Assistive Partner has
introduced a new innovation
to the UNIQUS Prescription
Portal. It now has a mobile
“Lite-Site” option.
The company says that
it is just as secure, using

the same website, passwords
and user ID – just improved
functionality to help people on
the move.
For more details visit the THIIS
website or call 0844 335 6791

7 ft Telescopic
Channel Ramp
This compact, lightweight
and durable Telescopic Channel
Ramp from Aidapt is ideal for
providing access to houses and cars
for wheelchairs, scooters, walkers and rollators.
The extending ramp is constructed from
lightweight, rust-free aluminium and is supplied
with an easy-carry bag, making the ramp
extremely portable and convenient to store.
For more details visit the THIIS website or call
01744 745020

Introducing The Marello
A Stunning Curvaceous Recliner

Hybrid High Easy Sling
Silvalea has introduced a new Hybrid High Easy
Replacement Sling with Clip which has fixings
suitable for use with Stud Fixing Spreader Bars.
The sling allows arms to be on the outside if
required and helps to achieve a more upright pick
up position.
For more details visit the THIIS website or call
01626 332218

Bespoke Furniture
Specialists

Professional Design
& Development Service

Postural Seating &
Pressure Care Support

Dealer & Mobility
Store Partnerships

Shower Stool with Back
Aidapt has introduced a high quality shower
stool with non-slip feet designed for everyday
use. The Shower Stool with Back is adjustable in
height to suit most users, with clearly-numbered
height settings, and has integral
handles in the seat and back
to aid support and transfer.
Product Code: VB540S.
For more details visit the THIIS
website or call 01744 745020

OFT decision on scooters
and competition law
The OFT has issued a decision finding that Roma Medical Aids Limited (Roma), a
manufacturer of mobility scooters based in Bridgend, Wales, and some of its online
retailers, breached competition law.
The OFT found Roma entered into
arrangements with seven UK-wide online
retailers which prevented them from selling
Roma-branded mobility scooters online and
from advertising their prices online. The OFT
found that these practices limited consumers’
choice and obstructed their ability to compare
prices and get value for money.
The decision relates to Roma and the following
UK-wide online retailers: Careco (UK) Limited
(formerly Discount Mobility Direct Limited),
Discount Mobility Plus Limited/Rutland Mobility
Limited, Discount Mobility Shop Limited/Mobility
Abroad Limited, GBL Wheelchair Services
Limited, Mobility Independence Limited, MT
Mobility Limited/Hooplah Limited and Protec
Mobility Trading Limited. Certain of those retailers
also operate physical retail shops.
The OFT found these practices occurred over
various periods in relation to different retailers
between 2011 and 2012 and prevented,
restricted or distorted competition in the supply
of mobility scooters in the UK. The OFT has
directed the parties to bring the arrangements
to an end (where this has not already happened)
and to refrain from entering into the same or
similar arrangements in the future. Today’s
announcement brings this investigation to a
conclusion.
Cavendish Elithorn, OFT Senior Director, Goods
and Consumer Group, said: “Mobility scooters by
definition tend to be sold to vulnerable consumers
who may have trouble visiting a number of stores.
Our 2011 market study into mobility aids found
that mobility scooters in general can vary in price
by over £1000 for the identical product and we
have even seen price differences of £3000. It is
therefore vitally important that consumers can use
all the advantages of the internet to get a good
price on this essential product and that innovative

and efficient companies should not be prevented
from winning new customers. This competition
investigation followed an earlier market study into
the sector and sends a clear message to business
that we will follow up with enforcement action
where credible evidence is found or provided.”
The Chapter I prohibition
of the Competition Act
“Mobility scooters by definition tend
1998 (CA98) prohibits,
to be sold to vulnerable consumers”
among other matters,
agreements and concerted
practices between undertakings that have the
object or effect of preventing, restricting or
distorting competition in the UK or a part of it and
which may affect trade in the UK or a part of it.
Section 39(3) of the CA98 provides that
a party to a ‘small agreement’ (and which is
not a price fixing agreement) is immune from
financial penalties for an infringement of the
Chapter I prohibition.
A ‘small agreement’ is
“Our 2011 market study into mobility
an agreement between
aids found that mobility scooters
undertakings whose
in general can vary in price by over
combined turnover did not
£1000 for the identical product and
exceed £20 million in the
business year ending in the we have even seen price differences
of £3000”
calendar year preceding
the one during which the
infringement occurred. The OFT has reviewed the
turnover of Roma and each of the seven retailers
involved in the infringement in the calendar years
2011 and 2012 and has found that they all benefit
from this immunity from penalties.
The OFT has stated that it welcomed the
constructive cooperation of the parties throughout
its investigation.
The OFT’s market study estimated that the
value of the UK mobility aids sector in 2011 was
between £430 million and £510 million.

Help from Osprey
Osprey Healthcare has donated
£1000.00 to help fund a
defibrillator for Sacred Heart
Catholic School in Wigan.
The children made a heart
shape out of card, coloured it in
and wrote a name of someone
who was close to them and
donated £1 per heart.
The children raised £450 but

48

September 2013

needed a further £1000 to be able
to secure a defibrillator unit. The
unit, which will be supplied in the
next few weeks, will come with a
training package for up to eight
people.
Paul King, Director of Osprey
Healthcare said: “We were more
than happy to help with this vital
peace of life saving equipment.”

www.thiis.co.uk

E-mail: info@thiis.co.uk

Tintern
Riser Porter
A mobile rise and recline chair
with optional single or
dual tilt in space control

Flexible positioning.
Please note: The chair has a 25 stone weight
capacity but most carers will struggle to
manoeuvre clients over 15 stone in weight.

• Optional Single or Dual Tilt in Space actions
• Optional full battery back up with freedom pack,
no wires and up to 80 cycles.
• Various foam/gel seating options including high risk pressure relief.
• Any fabric.
• Easy clean infection control option with magnetic cushions.

Call 01685 845900, and enquires to info@primacare.co.uk
or visit us at www.primacare.co.uk

High leg lift position

High rise position

Special offer
Pallas/175

£11 95

& free Ergolet slin
g!

Pallas/175
All round stand aid

Pallas 175 is a compact, active stand aid with a lifting
pattern closely imitating the user’s natural way of
standing.
Pallas 175 is developed for users who are weight
bearing to a limited degree, and who can participate
actively with the carer during transfers.
Pallas 175 is able to raise the user from a seated to
a standing or semi standing position, and can also be
used for passive or seated transfers. The feature of extra
lifting hooks designed for a seated transfer, makes the
Pallas 175 an even more all round choice whether for
home care, nursing homes or hospital use.
Features like Pallas 175’s patented sling hooks, the
longer handles to suit varying user needs and the
contoured dynamic knee support, are all designed to
ensure ease of use and safe and comfortable transfer.
Ergolet Pallas now has an increased weight capacity of
175kg / 27.5stone.
Accessories
Complete selection of lifting slings
Choice of foot platforms
T-grip
Extra sling hooks
Handgrips

Going
interactive
If you’re not thinking digitally and keeping
tabs on your online presence these days,
then it seems that you could be letting
your competition gain ground on you.
Website retailer Manage at Home spends
a good deal of time thinking about how it
can connect with customers…
More and more over 50’s are now using the
internet and social media channels to connect
with their family and friends online. This was
highlighted in figures released in 2012 by the
Office of National Statistics, in which 66% of
people aged 55-64 said their reason for using
the internet was to find information about goods
and services, while additional data indicates
that internet shopping is continuing to grow
among the 55+ age group.
This aspect of using the web to browse for
products and read reviews is also becoming
evident in the world of independent living, which is
why website retailer Manage at Home decided to
reach out to this audience of silver surfers through
an innovative method of online communication.
Rather than sending out offline printed
brochures, the company chose to connect with
this emerging digital audience by creating an
online mobility aid brochure, which highlighted
the main benefits of mobility aids for inside and
outside the home.
The brochure, ‘The essential guide to domestic
mobility and disability aids’ is segmented into
individual rooms and targeted towards disabled
and elderly people who need help and support
around the home. Its aim was to partly reach out
to the one in four internet users who are now
said to be over 40 and interacting with online
technology more frequently, as recently reported
in the Daily Mail.
Matthew Ward, Business Manager at Manage
at Home told us: “We live in an increasingly digital
world and many older adults are now beginning
to utilise the potential of this technology, namely
being better connected, less lonely and better
educated. We saw huge potential in this emerging
market and sought to find a method that would
take advantage of this opportunity and offer users
real helpful insights.”
The method of communication Manage at
Home settled on was the interactive brochure,
in which red spots were used to highlight areas

0
52

The amount of coverage you’ll get in
the magazine if you never send us any

September 2013

Matthew Ward says there

inside and outside the home where mobility
is huge potential in what
is an emerging market
aids could potentially prove a helpful addition.
with more and more
Part of the reason for this chosen method of
elderly people buying
online
communication was addressing recent concerns
raised by Age UK about the ‘digital exclusion’
that is dividing older generations and leading
to them paying more for utilities and other
commodities because they struggle online.
Matthew explained: “We settled on this
style and format as we
thought it would simplify
“Many older adults are now beginning
the process of the user
to utilise the potential of this
identifying areas around
technology”
the home where mobility
aids could improve their
health, safety and independence; for example,
preventing falls in the bathroom by installing grab
rails, improving safety in the kitchen by utilising
knob turners, and improving comfort in the living
room through the inclusion of overchair tables.”
He added: “In an age where technology is no
longer an optional extra, it was vital that we made
sure the guide was easy to use and accessible.”
According to Matthew,
this was also a key feature
“In an age where technology is no
of Manage at Home’s
longer an optional extra, it was vital
recently re-launched
that we made sure the guide was
website, in which features
easy to use and accessible”
such as improved options
in text sizes from normal to
large and a simplified theme were key to providing
an improved shopping experience.
He says that the addition of live chat on the site
has also proved a valuable addition: “Through
this tool our visitors are able to ask our team

news of what you are up to.
It’s easy, just email info@thiis.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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attract customers
Experienced staff to support you
and your customers

In-Home warranty with accidental
damage cover from day one
High value insurance and warranty

questions and receive responses in real-time. We
see this as a way of helping customers to make
informed decisions on their product requirements
in a friendly, quick and easy online environment,
helping elderly users to secure lower prices for
utilities online. This accessible outlook was also
essential to our development of the interactive
guide and we believe this has shone through in
the results.”
Matthew reports that the reaction to the
guide has been very positive. “The response to
the interactive guide has been positive in the
independent living sector and further afield, being
featured in such resources as Disabled Motoring
UK and Elixir Magazine. It also received coverage
in the social media channels, having been
promoted by well-known brands and charities
such as Carers Trust (@CarersTweets) among
their followers. The feedback from disabled,

The online brochure

has been received very
elderly and caregiver users of the interactive
positively
guide also indicates that this area holds huge
potential for future digital and online technology
innovations.”
“We are finding that
the independent living
“We are finding that the independent
audience is starting to take
living audience is starting to take
notice of digital campaigns
notice of digital campaigns more and
more and more” Matthew
more”
added. “Our previous
attempts at engaging
this emerging audience through informative
Infographics and collaborations with other
reputable online resources have been positive,
and we will continue to diversify into this market
through future innovations.”
The website is at www.manageathome.co.uk

AT LAST... A FREE TO ATTEND
DEDICATED EVENT FOR OTs
DESIGNED BY OTs
THE OCCUPATIONAL THERAPY SHOW TAKES PLACE AT THE NEC, BIRMINGHAM ON THE 26TH & 27TH NOVEMBER 2013

If you want to talk to OTs, then talk to us...
With 1800+ OTs already registered, 5 separate streams
and over 90 suppliers booked, the FREE TO ATTEND
Occupational Therapy Show is a ‘do not miss’ event.

REGISTER FOR YOUR FREE TICKET:
WWW.THEOTSHOW.COM/THIIS

26th and 27th November 2013, NEC

www.theotshow.com

For more information on exhibiting or sponsorship contact the OT Show at:
+44 (0)207 348 5765 or email: theotshow@closerstillmedia.com
Education Partners:

Event Partners:

Association Update
Here’s an update from the BHTA, with details of some
of the latest initiatives from the trade association...
BHTA’s Splendid Summer
BHTA has seen a number of new companies joining over
the past few weeks. There have been a wide range of
companies joining - large, medium and small businesses
with well-established names and brand new start-ups.
The joining companies include Kirton Healthcare,
Ashdown Mobility, MTM Mobility, Molten Rock, Renray
Healthcare, Comfortex, Between the Sheets and Byw
Bywyd (Living Life).
They say they’ve joined because of the BHTA Code of
Practice, members’ access to information and advice as
well as the networking opportunities.

Barcoding and Health Hub innovation
A new central barcode database has been launched which
provide an essential resource. It provides one central point
for manufacturers to upload their product barcodes and
for their customers to download them, making equipment
and consumables
easy to scan and
identify for the
end user. This
includes both NHS
England and the
representative bodies
in Scotland, Northern
Ireland and Wales.
The online
database provides
easy, free of charge
access for all
those in the public sector requiring access to product
information.
The Health Hub is at www.healthhubcodebank.org

Advantage scheme for members
launches
BHTA has launched a new package of exclusive discounts
and benefits for members, offering them even more value
for their subscription.
Members can save on office supplies, IT training,
business landline/mobile calls and broadband, car hire
and servicing, helping to control their costs and boost their
business. There’s also scope to save outside work, with
discounts on a wide range of products from big brands
including Marks & Spencer, Avis, Pizza Express, Thomas
Cook, B&Q and Currys/PC World.

Launch of Consumer Codes Approval
Scheme
BHTA is one of the first holders of a Trading Standards
Institute (TSI) Approved Consumer Code. The Consumer
Code scheme had its public launch in June, where it was
given the Government’s official backing by Consumer
Minister Jo Swinson, who said it would boost consumer
confidence and encourage economic growth.
TSI’s new role in working with Code members means
a new local emphasis and a greater engagement with
business, compared to the previous OFT regime. Citizens
Advice Service will also take a more direct role in advising
consumers and be able to direct purchasers towards
trusted traders.
As well as finding members on the BHTA website,
consumers can also search for a member of an approved
code at www.tradingstandards.gov.uk. This means higher
profile for a members
and easier access
to trusted traders for
consumers.

Annual Conference

Profile enhancing option

Vince Cable MP, Secretary of State for Business,
Innovation and Skills is the keynote speaker at the BHTA
Conference on 3 October.
As well as delivering the keynote speech, Dr Cable will
also be part of the popular “Question Time” panel, giving
delgates the chance to put questions to him directly.
Full details and booking forms are available at www.
bhta.net/conference2013

BHTA members can now enhance their listing on the
BHTA website by adding a company logo. BHTA members
can email a logo to karim.uddin@bhta.com
To find out more about the profile through the Trading
Standards Institute, more benefits from BHTA Advantage
and more promotional opportunities with BHTA Engage,
call Stephen Rigg on 020 7702 2141.

55

Developing
business under the
OT umbrella
From retailing to medico-legal services, Veronica Downing’s
occupational therapy business covers a rapidly increasing range
of activities, as THIIS discovers….
In May 2013, after six years selling disability
aids and equipment from its assessment centre
situated in a barn in the Suffolk countryside,
Veronica Downing Associates opened a
new town centre retail store. Veronica is an
Occupational Therapist and she told us how she
had developed her business to the stage where
the new retail outlet seemed like a natural step.
“I qualified in 1976” she told us, “and I worked
with the NHS and Social Services in a wide
range of different settings up until 1994. I did a
degree in psychology with the Open University
and that whetted my appetite to extend my areas
of knowledge and interest. At the time, I was
working in the field of learning disabilities and
getting more and more disillusioned with the way
the NHS was running things. When you have
been working in an organisation for a long while
and you see the wheel being re-invented several
times over, then you start to ask yourself what you
can do that is different.”
That ‘something different’ turned out to be
expert witness work. “Someone suggested to
me that I might enjoy that type of work. I had my
degree, I was happy writing detailed reports and
because I love Occupational Therapy and am
very passionate about my profession, I decided to
investigate medico-legal work.”
Veronica started writing expert witness reports
in October 1994. “I was working part time and I
had a young family as well. The business began
to grow and I was doing a little bit of private
work and also getting asked by social services
to undertake some assessments when they had
a backlog or an under-spend and needed some
help. I was also getting asked by charitable
organisations to undertake assessments for
grants and so my practice was growing.”
It was a move to a new home that prompted
the development of the assessment centre. “In
2002 we moved to north east Suffolk after buying
a small farm with outbuildings. It included a barn
which was quite run down and needed a lot of
work doing to it. We bought it with the intention

£345

Just

56

that the barn was
going to provide a
lovely facility to work
from.”
A couple of years
and £300,000
later, the barn was
converted to provide
the facilities to use for
occupational therapy
Veronica (right) with a
assessments, kitted out with a ceiling track hoist
client in the Independent
Living Centre
and specialist equipment in the bedroom, an
accessible shower and bath and a wheelchair
accessible kitchen. “We also went into retailing
equipment too at that point so that if people came
to me for occupational therapy advice I was also
in a position to recommend products.”
“I’m not a retailer by nature,” she comments.
“As an Occupational
Therapist I am used to
“When you have been working in an
advising on equipment,
organisation for a long while and
and when I worked for
you see the wheel being re-invented
social services there were
several times over, then you start to
always constraints over
ask yourself what you can do that is
what you could actually
different”
issue to meet people’s
needs. And, as everyone is
aware, over time the constraints on the statutory
services have increased. There is less and less
choice and it is cost driven. As an Occupational
Therapist I am looking to offer a bespoke advice
service and I think it reached a stage in the NHS
and with statutory services that I couldn’t provide
that because I was always constrained by time,
money and other criteria.”
It’s a big step from
“I’m not a retailer by nature”
advising people about
equipment and being able
to offer products free of charge to actually taking
money from a customer, and I wondered how
Veronica had adapted to that.
“Yes, that was one of the difficulties for me,
feeling a bit guilty about taking money from
people. Getting my head around buying in a piece
of equipment for a certain price and selling it at

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another to actually make a profit took a while,
and I always advise people if a product might be
available through statutory services, particularly if
they only need something in the short term.”
Using a small farm as a location for retail means
that you’re unlikely to see a huge amount of
passing trade of course, but Veronica says that
the business is seeing more and more customers
as time goes on.
“The footfall has increased,” she confirmed.
“We are in a very rural area with a high elderly
population and, as in many places; people
are having long waits for appointments and
equipment. When you’re elderly and being told
that you have to wait months for an assessment,
the waiting time alone could well be a large
percentage of the time that you have left. It’s very
important that people can get timely advice so
that they can optimise their quality of life for as
long as possible, so maybe it’s not surprising that
services such as those we offer are becoming
more visible around the UK and people are
looking to take advantage of them.”
Veronica says that the retail side of the business
in her assessment centre had been steadily
growing for six years, and that bearing in mind
where the centre is and the effort that some
customers had to make to get there, signs were
very encouraging. So encouraging in fact that
when high street retail premises became available
in the nearby market town, she decided that the
time was right to take the next step and really
fly the retail flag. “A shop became available in
the centre of Halesworth, opposite the library
and with level threshold access, a large display
window and plenty of space inside, so we
decided to go for it. We took the plunge and set
up Rehability.”
It means that the business now has two
different facilities, providing two different services.
“The barn will continue as the assessment facility
and it’s where we also run the Expert Witness
and Occupational Therapy services from. The
facilities are still there to do more complex needs
assessments and we now have the space to run
things like group meetings, training sessions,
and other events in the barn. To assist with that I
have a part-time Occupational Therapist who has
recently joined us.”
Manager of the retail store Rehability is Amy
Wilks. “Amy joined us nine months ago to work
with us in the barn, but we discovered that
she has a real flair for retail,” says Veronica.
Amy is joined by a further sales assistant and a
technician whose job it is to service wheelchairs
and mobility scooters.
Commenting on the structure of the company
and the areas in which it is active, Veronica points
out that she now has a foot in several camps,
and it is the diversification of her business that
has provided her with the confidence to develop

£365

Just

58

September 2013

GEM
GEMI

A new
new state
stat
A
art rollator
rollator
art

The new retail outlet

the retail division, as she explains: “I think that
for a lot of Occupational Therapists, going into
retail is quite a scary leap to make. My company
has grown slowly and organically over time and
it is the medico-legal work that’s underpinned
everything. That has been the most successful
sector in terms of turnover
and it has provided us with
“That was one of the difficulties for
the financial resources to
me, feeling a bit guilty about taking
invest in other areas.”
money from people”
Her occupational
therapy background is
something that Veronica
intends to put to good use in the new shop.
“We have one session a week when a qualified
Occupational Therapist is at Rehability to provide
a drop-in clinic. This means that if people have
queries or are having difficulties at home, then we
can advise. A lot of people are reluctant to use
private Occupational Therapists for assessments
for home visits. I think it’s
the question of payment.
“I think that for a lot of Occupational
There is still a reluctance
Therapists, going into retail is quite a
to pay Occupational
scary leap to make”
Therapists. People will pay
for a massage, they will
buy private physiotherapy
and go to the Chiropractor, but there is a still a
reluctance to pay someone like an OT. We’ve got
a long way to go before occupational therapy
services are seen as a commodity that people
are prepared to buy-in. Hopefully with the
personalisation agenda that is being promoted
with individual budgets, people will increasingly
understand the benefits of
buying private advice.”
“I think that offering the breadth of
Being involved in
services that we do makes us a first”
commercial retailing, she
Easyto
tooperate
operate
•• Easy
can understand how
retailers get frustrated
Self-lockingfold
fold
•• Self-locking
about the pressures that come from internet
Uniqueheight
heightad
a
•• Unique
sales. “It’s a learning curve for us and I expect
that well-established retailers know this only
Uniquestability
stability
•• Unique
too well, but people test you all the time if they
•• Excellent
Excellentdesign
design
think they can buy a product cheaper on the

internet. However, we also now know that people
constantly come back for you to provide more
assistance and there are always issues to be
sorted. Clearly there needs to be a margin that
enables you to do things properly.”
And on pricing, she has this to say: “I still think
that some items are overpriced, but for others
there is a justification. If you have a complex piece
of equipment, then after-sales service has to be
built into the margin. You have to be realistic about
the cost of running a retail business, and the same
goes for private practice. Most Occupational
Therapists don’t appreciate that running the office,
employing administration staff and all the unpaid
time that it takes to operate a business has to
be taken into account. As I said, it’s a learning
experience and OTs do find that scary.”
With such a range of services on offer, Veronica
believes her company is in a unique position. “I
think that offering the breadth of services that
we do makes us a first. I don’t know of any
other Occupational Therapy company that offers
our wide umbrella of activities, from retail and
equipment servicing through to occupational
therapy assessments and medico-legal work.”
As readers will be aware, medico-legal work
has grown considerably over the past few years
and, as Veronica explains, the sums involved have
increased considerably too. “Over time, the levels
of settlement have gone up and the cases that I
work with tend to be the most complex ones. I
do a lot of assessments for children with cerebral
palsy and with complex trauma, so we are talking
serious money. For the clinical negligence cases
we are now seeing settlements of several millions
of pounds, largely due to the increasing cost of
care and the fact that people are now living longer.”
She added: “Settlements are sometimes made
as a lump sum to cater for buying a property to
adapt, the adapted transport and the equipment,
as well as setting up a care package and
engaging therapists. Then there will be annual
payments to cover the on-going costs, particularly

where life expectancy
is not necessarily
known. One case that
I worked on involved
a car accident, with
spinal injuries to an
elderly client who is
still alive now, even
though at the time
of the settlement in
the late 1990’s, the
expectation was that
he would live no more
than a couple of years.
Here we are, fifteen
years later and he is
still with us, so the
money that was paid
then no longer covers
his costs.”
“There are also
a large number of
Veronica with Store
fast-track claims that
manager Amy Wilks
don’t actually come to requiring an assessment
by an Occupational Therapist or other expert,”
she explains. “A few years ago the figure that
was being talked about for compensation claims
by the NHS was some £20 billion. But, if you
think that an appropriate sum for a young child
might range from perhaps £5m to as much as
£7.5m, then you can see that there are huge
sums involved. There’s no
doubt that we now have a
“An appropriate sum for a young child
therapy and care industry
might range from perhaps £5m to as
that is compensationmuch as £7.5m”
led. However, we also
have to understand that
for children or adults who cannot blame anyone
for a genetic condition and who have to rely on
statutory provision, that can be pretty miserable.”
You can get in touch with Veronica Downing
Associates on 01986 875435 or visit the website
at www.veronicadowning.co.uk

New website for Gainsborough
Gainsborough Specialist Bathing has launched
a new interactive website to coincide with its
newly updated corporate identity.
The website has been totally redesigned so
it is more user-friendly and now offers visitors
more detailed information on its products.
Within the newly designed product pages,
comprehensive details are provided highlighting
individual bath features, technical specifications
as well as product videos that show the
products in use.
Example room layouts and CAD drawings
are available as downloads to fully support the
needs of contractors, specifiers and architects.
The considerately designed home page also
includes links to the latest news, details on its
Aspect accessible bathroom design service

60

September 2013

and information
regarding
new products
initiatives.
website
further enhanced
the introduction
an innovative
Product Selector
which delivers a
simple and easy
to use method
visitors to choose
the right bath
individual needs.
The new Gainsborough website is live at
www.gainsboroughbaths.com

or
The
is
by
of
new
Tool,
for
for

www.thiis.co.uk

E-mail: info@thiis.co.uk

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Internal Mobility Engineer

Product Specialist –
North
accora ltd is a fast growing and progressive organisation based in
the south East supplying care equipment across the uK.
Continued growth has provided a vacancy for a seating assessor
based in the Midlands/north of the country. this exciting and varied
role involves carrying out home visits, typically with an occupational
therapist to demonstrate riser recliner and specialist chairs.
accora is a highly values driven organisation and the ideal
candidate will live and respect our values, have a positive and cando attitude, be proactive and accountable, be a team player and
have excellent interpersonal skills.
this role includes manual handling and the candidate must be able
to carry out on-site demonstrations. it also involves a lot of driving
and possibly staying away overnight. a company van, laptop,
and phone etc. will be provided.
Previous industry and product experience are not essential.
to enquire in confidence, please contact:
rcs@accora.uk.com

www.accora.uk.com

CareCo UK Ltd are seeking a confident internal engineer with
mobility scooter, rise recliner, power chair and wheelchair
knowledge to head up our team and aid our sales department in
the wide range of products we sell to the health and care market.
You will report directly to the sales manager and work closely with
our existing sales team. The internal mobility engineer is the first
line contact, responding to existing customer requirements, dealing
with products faults, arranging service call outs and warranty claims
to be made, as well as seeking new opportunities for the company.
Duties include:
• Calling customers with queries
• Technically specifying against customer issues
• Internal support for current sales team
• Handling warranty and technical calls from existing customers
• General customer service duties
• Dealing with warranty issues and returns with suppliers
Applicants should have experience in the mobility environment and
appropriate technical knowledge, you will need to demonstrate
a positive and proactive approach, be computer literate with an
excellent telephone manner.
The role is based in Brentwood, Essex.
Interested parties should send a CV
with covering letter to hr@careco.co.uk

www.careco.co.uk

Thinking of using THIIS to
recruit new team members?
“Simplyhealth has been successful in recruiting two sales roles from adverts carried in
THIIS magazine, website and bulletin. We have found it to be a well targeted and cost
effective channel and will be including it in our future recruitment plans.”
Kevin Snowball, Managing Director Independent Living, Simplyhealth
“I have been very pleased with the response to our recent advert on the website and
magazine. It has superseded any of the other channels we have tried in the past and
we will certainly use THIIS as the first port of call next time.”
Tim Dines, Chunc Posture & Mobility

So, if you’re looking for someone...

Copper used
in battle
against bugs

According to the research copper could be the key in the

fight against infection
New research from the University of
Southampton shows that copper and
copper alloys will rapidly destroy norovirus – the highly-infectious sickness bug that can
spread extremely rapidly in a care home environment.

Worldwide, norovirus is responsible for more
than 267 million cases of acute gastroenteritis
every year. There is no specific treatment or
vaccine, and outbreaks regularly shut down
hospital wards and care homes, requiring
expensive deep-cleaning, incurring additional
treatment costs and resulting in lost man days
when staff are infected.
In a recent presentation, Professor Bill
Keevil, Chair in Environmental Healthcare at the
University of Southampton stated norovirus was
rapidly destroyed on copper and its alloys, with
those containing more than 60% copper proving
particularly efficacious. The contamination model

Professor Bill Keevil and
Sarah Warnes studying
copper in a University of
Southampton laboratory

used was designed to simulate fingertip-touch
contamination of surfaces.
He explained: “Copper alloy surfaces can be
employed in high-risk areas such as cruise ships
and care homes, where
norovirus outbreaks are
“Copper surfaces, like door handles
hard to control because
infected people can’t
and taps, can disrupt the cycle and
help but contaminate
lower the risk of outbreaks”
the environment. Copper
surfaces, like door handles
and taps, can disrupt the cycle and lower the risk
of outbreaks.”

An entirely new product !
The best and cheapest Scooter Shelter/garage !
Light in weight, quick to assemble, drive in/out, it
can be set up on a lawn or a tarmac drive. One
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and with the addition of
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sets up on tarmac for a total that stays under
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Full information is available at www.scootershelters.co.uk

Website News Items
Telemonitoring Nurse is a Winner
Hilary Thompson, a stroke specialist
nurse from Southern Health and Social
Care Trust in Northern Ireland is the
proud winner of the TF3 sponsored
Royal College of Nursing Award for “Transforming Care
with Technology” at the Nurse of the Year Awards. The
Transforming Care with Technology Award rewards quality
and excellence in the use of telemonitoring and telehealth to
improve care for patients.
Care support to cost London £877 million by 2019
A report from London Councils warns that the capital’s
local authorities face additional costs of £877 million by
2019/20 in order to deliver the proposed changes to
adult social care funding contained in the Care Bill. The
cost across England is likely to be around £6 billion.
The London figure is estimated as a result of councils
stepping in when a lifetime limit on care costs of £72,000
is reached, along with a rise in the means testing threshold
from £23,250 currently to £118,000 in April 2016.
Call monitoring solution for Carewatch
Carewatch (Bexley), part of the Carewatch network, a
leading national provider of care and support to people in
their own homes, has rolled-out Advanced Health & Care’s
(Advanced) electronic call monitoring solution, iConnect, to
its 71 employees. iConnect delivers real-time task lists and
service user data to care workers via their mobile phones,
recording actual arrival and departure times using NFC
technology.
Integrating services to meet the needs of older people
Joining up health and social care will allow people to live at
home and remain independent for longer, relieving pressure
on acute services, according to Welsh Government plans.
With people living longer than ever before, but with a
rise in chronic conditions, trends will be for an increased
demand for acute and community care services for older
people with complex needs in Wales. Health Minister
Mark Drakeford and Gwenda Thomas, Deputy Minister for
Social Services, issued a joint statement outlining plans to
move resources to community care with a commitment to
coordinate health and social care.
Insect limb research the key for prosthetic limbs
Neurobiologists from the University of
Leicester have shown that insect limbs
can move without muscles – a finding that
may provide engineers with new ways to
improve the control of robotic and prosthetic limbs.
Their work helps to explain how insects control their
movements using a close interplay of neuronal control and
‘clever biomechanical tricks,’ says lead researcher Dr Tom
Matheson, a Reader in Neurobiology at the University of
Leicester.

Green light for independent living homes
Building projects up and down the country have been
given the green light to start producing homes that will
support older and disabled people to live independently for
as long as possible, Care and Support Minister Norman
Lamb has announced. Last year the government asked
local authorities to bid for a share of £300 million to boost
the supported housing market. The Department of Health
has now allocated funding to build 3,544 new homes.
As part of the first phase of the scheme, the Department
will now issue £92 million of this fund to the Homes and
Communities Agency, which will work with 86 successful
agencies to build 2,875 new homes across the country.
£50 million fund supports dementia
Over a hundred hospitals and care homes across England
have been awarded a share of a £50million fund to create
pioneering care environments designed with the needs
of people with dementia in mind. Guy’s and St Thomas’
were selected to receive £955,490 to fund their project
‘Designing the Dementia Journey’ – a holistic approach
to the environment for people with dementia, which will
support the hospital’s existing care provision for dementia
patients.
Livability appoints new Chief Executive
National disability charity Livability has
appointed Dave Webber as its new Chief
Executive. Livability is the largest Christian
disability charity in the UK and a specialist
provider of services including residential
care, educational facilities, holiday
accommodation, brain injury rehabilitation
and care within the community. Dave has been the
charity’s Interim Chief Executive since the summer of 2012
and was previously Livability’s Director of Operations.
Stannah survey reveals pensioner worries
Government plans to limit the amount the elderly have to
pay towards their own social care at £75,000 are “unfair”,
new research of Britain’s retirees shows. The proposed
cap was suggested earlier this year as a way of preventing
the elderly from having to sell their homes to fund their
care. But in fact the research shows that of those who
think the cap is unfair, 70% want income taxes to go up
instead, in order to make up the shortfall.
The Stannah Silver Census, commissioned by British
manufacturer Stannah, questioned 1,000 adults over 65
to provide a voice for an oft-overlooked segment of British
society.
Sight loss advance
Engineers used to designing state of the art instruments
for ground and space based telescopes are now applying
their expertise to the development of a diagnostic test for
the developed world’s most common form of sight loss in
adults, Age-Related Macular Degeneration (AMD).

See all the latest at

www.thiis.co.uk

Retailer goes
exclusive
Back in the ‘olden days’ in our
marketplace, when there were less than
50 showroom based companies selling
mobility equipment and only a handful of
suppliers, the notion of ‘exclusivity’ was
very much part of the game-plan for some
retailers and manufacturers.
A retailer (know n as a dealer in those days)
would choose to supply just Sunrise Medical
or Everest & Jennings or Vessa products and
would receive better deals for doing so.
As more and more suppliers appeared and
more and more retailers opened showrooms, the
idea for the retailer of focussing on just one range
of products and for the manufacturer to supply
just one retailer in a region became less of an
option for both parties.
We were therefore interested in a news item
that we received recently which broke the news
that one retailer has taken the decision to ‘go
exclusive’ for a range of products.
The retailer is Herne Bay Mobility and the
supplier is Karma Mobility.
David Aldridge of Herne Bay Mobility
explained that the company now only stocks
Karma wheelchairs and powerchairs. “From the
inexpensive, lightweight Bluebird to the more
powerful and bestselling Ergo Lite 2, we now only
stock Karma wheelchairs and powerchairs.”
He added: “We decided to develop into a
Karma-only retailer due to its excellent service,
speed of delivery and quality of product. Our sales
of Karma products have increased year on year;
in fact, just in the first half of this year, we sold
more Karma wheelchairs and powerchairs than in
the whole of 2012.”
Having been in business since 2008, the
company has stocked Karma products for five
out of the six years and the increased sales this
year made the decision to switch an easy one
for David and the team as he told us: “Superb
is the only way to describe the range of Karma
products. We like them and more importantly our
customers like them. The Bluebird filled the gap
for a lightweight inexpensive well build occasional

Herne Bay Mobility
like Karma products
so much that they are
concentrating on that
range in the future

use wheelchair, whilst the Dove and Ergo Lite 2
are our best sellers.”
Karma Mobility has been supplying products
in the UK for 14 years now and David speaks
highly of the company: “We only have good things
to say about Karma. Mark and the team there
are extremely professional and the organisation
designs brilliant products which we and our
customers love.”
Mark Duffield, General
Manager of Karma Mobility, “Our sales of Karma products have
increased year on year; in fact, just in
told us: “We are delighted
the first half of this year, we sold more
that Herne Bay Mobility
has decided to focus solely Karma wheelchairs and powerchairs
on Karma products. We
than in the whole of 2012”
will, as with all our retailers,
continue to provide the
same high level of service and support to David
and the team at Herne Bay that we have always
done.”
For more information about Karma Mobility
and its products, please visit www.karmamobility.
co.uk or call 0845 630 3436.

Points of view
Got a point of view that you think the trade would be interesting in reading about?
Anyone can join our ‘point of viewers’ so why not send us your contribution.
Email info@thiis.co.uk

The number thirteen seems to be prevalent – and important
By Julian Cobbledick of Assistive Partner
As I am writing this Points of View item, there
is less than a quarter of the 13th year of this
present century left. Put another way, one
hundred and thirteen days until Christmas day.
This time last year, the BHTA held their annual
conference. (That took place on the 26th – two
thirteens!!). A worthwhile day out, featuring good
speakers and excellent networking. The session
on the benefits of barcoding featured slide
headers that simply said “Healthcare 2013 – year
of change”.
And a standard GS1 barcode that uniquely
identifies a traded item is called a GTIN13....(that
stands for Global Trade Identification Number).
That’s a lot of coincidence...
Add to that, the fact that there were thirteen
delegates who attended the most recent
BHTA barcode workshop, and the fact that
Assistive Partner completed the development
of the recently launched BHTA website www.
HealthHubCodeBank.org during the thirteenth
hour on the thirteenth day of May 2013 and you
have a few too many repetitions of that number
thirteen to ignore.
So, ignore this at your peril...
As I write this, I have just become involved (on
behalf of BHTA) in their dialogue with the National
Procurement Agency, who are working closely
with the Department of Health. Their objective (I
think) is to get everything that’s purchased by the
two key DH sectors (NHS and Social Services)
that handle equipment; carries a valid barcode.
They (the DoH) are working on more guidance.
As you may be aware, the same “improvements”
team have also been working on a revision to the
NHS Conditions of Contract for the Supply of
Goods which is also expected to be published in
August - this will definitely include a requirement
around GS1 barcoding.
This “improvements” team has gone on record

as stating “the BHTA/GS1 guidance document
[produced by a group of sixteen BHTA members,
put into final draft on September 13th 2012 and
launched at the 2012
BHTA conference] is
“If any organisation supplying
very helpful. The BHTA
“things” to either NHS or Social
intend to show that the
Services avoids barcoding their
industry will continue to
support the DoH efforts
“stuff” and publishing those barcodes
to get barcodes in place
onto the new BHTA site this year...
during........2013.
I think it could be in dangerous
I am thinking that the
waters.”
time for any procrastination
is over...
If any organisation supplying “things” to either
NHS or Social Services avoids barcoding their
“stuff” and publishing those barcodes onto the
new BHTA site this year (2013)... I think it could
be in dangerous waters.
End note: there were once thirteen thriving
British motorcycle makers.

About Julian
Julian has been a Director of Assistive Partner
Limited since April 2007. He describes his present
company as the leading healthcare equipment
software provider. Their cloud-based software
applications manage barcode, inventory & logistics
management, CRM, PoS and much more. Their
software is in use in the UK, Ireland, Australia and
the USA. His early career training and experience
was in the food industry and his mid-career was spent in the furniture
and building supply field. Julian has chaired a number of industry
think tanks and he currently acts as Chairman of the newly formed
ATP Society and has previously been Chairman and subsequently
President of the British Healthcare Trades Association (BHTA).

Got something to say?
Then we’d love to hear from you.
If you have a point of view then simply send us a short item and we’ll
include it in a future issue of the magazine. Just email to info@thiis.co.uk

66

September 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

Points of view
DIY SOS
By Kate Sheehan of The OT Practice
I am not a regular viewer of DIY SOS but a
friend told me I should watch a recent episode
on iplayer. It was a very emotional show about a
young man with Motor Neurone Disease (MND).
He had a wife and three girls and lived in North
London in a traditional Victorian terrace house.
They came across as a close-knit family with
an extended network of friends and family and
strong links with the MND Association.
No one could have not been moved by their
plight, the house did not meet his needs as
someone who walked with a frame indoors but
knew he would be in a wheelchair permanently
in the next few months, also to have a home that
would be safe and secure for his family in the
future.
I was moved by the time and effort the show’s
presenter and producers put into the programme
but what struck me was….what about all the
other people out there with the same diagnosis
or other neurological conditions that have to wait
for months or even years for a grant to create an
accessible home.
Are our politicians, councillors, directors and
service managers aware of the impact of the
wait on the client, their families and friends. Do
they ever think about what it would be like to
not shower or bathe for weeks on end or not
being given the dignity to wash your own bottom
without having someone to help you or not be
able to get out your own home?
Do we, as Occupational Therapists or you as

manufacturers and retailers do enough to lobby
government for more equitable and efficient
services?
I am not sure we do.
Should the BHTA, the
“Do we, as Occupational Therapists
College of Occupational
or you as manufacturers and retailers
Therapy and condition
do enough to lobby government
specific charities be
for more equitable and efficient
working together and
services?”
highlighting the need for
timely equipment and
adaptations, which not only provide dignity and
quality of life to our clients and customers but can
also prove very cost effective in the long run?
So here is the challenge. Who will lead us in a
joined up, powerful campaign to provide a service
that we can all be proud of?

About Kate
Kate Sheehan is a well-respected Occupational
Therapist, with 24 years of clinical experience. She
is Director of The OT Practice, which provides OT
advice, consultancy and training to companies and
individuals on the needs of the disabled people and
50+ market
Kate has presented her work on Inclusive
design and housing standards both nationally and
internationally, including Australia, Croatia and Greece.

Christmas is coming!
By Charlotte Gillan, Managing Partner, Classic Canes
Christmas is coming, and with it the great
opportunity for retailers to widen their customer
base beyond their usual elderly and disabled
clientele by reaching out to their customers’
friends, relatives and carers.
According to the Carers’ Trust, there are
seven million carers in the United Kingdom,
approximately one in ten of the population,
and many of them will be in need of a suitable
gift for the person they look after. Many others
need presents for friends and relatives who have
particular care and mobility requirements. As
anyone who has cared for an elderly or disabled
person will agree, it can sometimes be difficult to
find a practical and welcome present.
When my grandmother died recently at the
advanced age of 107, we discovered a huge
stock of scented body lotions dating back at least
a couple of decades in her bathroom. Friends
and relatives had been repeatedly giving them
to her without it occurring to any of them that
she was far too stiff and frail to be energetically
smothering herself with essence of passionflower.
Instead, her best presents were things that
made her life easier. The pill sorter, printed with

days of the week on
each compartment, the
expandable Cosyfeet
shoes that meant she
didn’t have to wear
slippers with her best dress
on Christmas Day, and (of
course) the Classic Canes
walking umbrella with its
large, non-slip ferrule. This
was very important for morale as it meant she
could go out with an umbrella instead of a walking
stick. Sticks, despite our family business, were
for old people, and she didn’t reach her eleventh
decade by considering
herself to be an old person.
“A window full of grey plastic medical
Advertisements,
items is not an obvious Christmas
editorials and interviews
shopping destination for the impulse
in the local papers and
shopper”
radio stations, cards and
flyers left with day centres,
doctors’ surgeries and libraries, and, probably
most importantly, jolly festive window displays
full of colourful and appealing practical gifts are
all good ways to draw in people who would not

67

Points of view
otherwise visit a healthcare and mobility shop.
A window full of grey plastic medical items is
not an obvious Christmas shopping destination
for the impulse shopper. However, cheery tartan
slippers, folding canes in fashionable colours,
bright calculators with giant buttons or pretty
mugs with easy-to-grasp handles can all be
presented as excellent Christmas gifts. Even
a humble gadget for opening jars can make a
wonderful present if teamed with a jar of cherries
in brandy or similar treat, as can amplifying
headphones when accompanied by a festive CD.
Window and shop displays need to answer
the prayers of the harassed Christmas shopper.
Stand outside your shop, imagine you have
a budget of £30, you need a present for a
housebound friend and have less than ten
minutes in which to buy it. If your shop can

encourage that customer through the door
and send them out with a useful, beautifully gift
wrapped item, you will have saved the recipient
from yet more body lotion, and spread the good
name of your shop, one gift buyer at a time.

About Charlotte
Charlotte has been the Managing Partner of walking
stick specialists Classic Canes since 2010. A
philosophy graduate, her business background was
in luxury goods sales and marketing. Before joining
the family firm, she worked for the Asprey jewellery
group, the Glenvarigill luxury motor group (Porsche
and Ferrari dealers) and as a self-employed journalist
specialising in retail, motoring and property.

Banks will lend….the secret is how you ask
By Phil Rice, Managing Director, MediTek
As the country’s economic woes continue to
feature in the media headlines and in the heated
debates of parliament, one thing still remains
constant and that is the much lauded view that
the banks need to start lending again and if they
don’t recovery will be slower and more painful
than necessary.
Certainly, bank bashing has become so
commonplace one could be forgiven for thinking it
has become a national pastime. Perhaps it has for
some. Banks have curtailed lending, but perhaps
it is not a refusal to lend, but more a desire to lend
more responsibly?
Let’s not forget the present economic situation
has largely been blamed squarely on irresponsible
and reckless financial gambling in the city, so
it’s hardly any surprise that the very institutions
charged with that transgression are now taking
more care over the investments and lending they
now undertake.
Last year, when I needed to raise capital to
expand MediTek and fund the development of
our recently launched new stairlift models, the
company needed a sizable investment. Now,
asking a bank for a seven figure sum of money
was a big undertaking even back in the good old
days of easy credit, and seemed impossible in the
recent economic climate.
However, what I discovered was that banks
were happy to lend and that the secret was in
how one applied. Whereas, perhaps in the past,
banks were more or less content with a good idea,

68

September 2013

a close personal relationship or a popular market
trend as the foundation of a loan, today they want
very detailed business plans, sound financial
forecasts and in-depth market knowledge. In
other words, they needed to be really satisfied a
business can deliver a return on that investment.
In our case Yorkshire Bank’s North East Team
had confidence in our business and our long-term
plans and so supported MediTek’s application for
funding, which led directly to the company being
able to move to its prestigious new premises in
County Durham, launch two new stairlift models
and create numerous new jobs.
I would urge any company, new, established,
small or large to invest a considerable amount
of time in preparing a sound business case for
any loan application. There are even grants and
specialist expertise available to assist companies
through the government funded Growth
Accelerator Scheme.

About Phil
Phil has been in the homecare industry for many
years and is currently Managing Director of MediTek
Stairlifts based in Co Durham. He is also a great
supporter of the BHTA and is currently Vice
Chairman of the Stairlifts & Access Section. He likes
to relax playing and composing music and enjoys
clay pigeon shooting.

front of people who want to do business, call Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com

Hereâ&#x20AC;&#x2122;s what some of our exhibitors have to say about Trade Days:
We look forward to a professional and productive trade show
and hope that our retailers will take up the opportunity to
attend and support it fully.
James Nicholls, Group Sales and Compliance Director,
The First Senior Group

This is the first event I have been aware of dedicated to trade
and as such is one we are keen to support.
We have jumped at the opportunity to book a stand at this
Make sure you book your diaries now for this not to miss

For more industry feedback,
visit www.tradedays.co.uk

Clare Johnsonon 01962 736 989. Or email us at c.johnson@closerstillmedia.com

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